Welcome again to the 359th episode of the Monetary Advisor Success Podcast!
My visitor on at the moment’s podcast is Eric Miller. Eric is the Chief Monetary Advisor and Co-Proprietor of Econologics Monetary Advisors, an impartial RIA based mostly in Largo, Florida, that generates greater than $4M of income whereas working with practically 300 shopper households.
What’s distinctive about Eric, although, is how he leverages a custom-built monetary planning evaluation he calls their Monetary Prosperity Index, which he provides to each potential and ongoing present purchasers in order that they’ll higher perceive their monetary well being, goal the monetary planning domains the place purchasers want probably the most assist, and much more importantly have the ability to monitor their progress over time and display the worth of their ongoing monetary planning relationship with no need to simply speak concerning the numbers of internet price and funding efficiency.
On this episode, we speak in-depth about why Eric deliberately constructed his Monetary Prosperity Index to cowl 100 completely different questions the place the shopper is scored throughout 9 completely different domains after which receives an combination weighted rating and a letter grade (with recognized areas of enchancment to carry their grade increased), why Eric has discovered that even potential purchasers will take the entire 100 query evaluation earlier than their first assembly as a result of in the end they need to see their rating and get suggestions on how they’re doing, and why, as a result of Eric niche-focused his follow on well being care follow homeowners (and much more particularly with bodily therapists, veterinarians, dentists, and optometrists), he has been in a position to develop further even-more-refined assessments geared to their particular enterprise must additional display the worth of their recommendation past ‘simply’ the portfolio.
We additionally speak about why Eric selected to area of interest focus his follow as a result of he noticed firsthand from his members of the family who work in well being care that these within the trade had been being underserved and he felt that he may present a significant distinction of their monetary lives, how Eric grew his follow by creating relationships with enterprise consultants to medical professionals and providing the consultants a three-day in-person monetary schooling course they may supply to their enterprise purchasers (permitting Eric to get in entrance of his supreme prospects whereas additionally making a profit for the consultants who had been allowed to cost for this system that Eric delivered), and the way, as a result of Eric prices as much as $6,500 for an upfront monetary planning price and a $475 month-to-month subscription price to work along with his purchasers ongoing, his agency is on monitor to generate over $4 million in income this 12 months with barely 1/4th of his income coming from conventional AUM charges.
And make certain to hearken to the top, the place Eric shares why, despite the fact that his agency added 60 new purchasers final 12 months, Eric has his sights on buying at the least 100 new purchasers per 12 months going ahead in order that he can develop and scale his agency even quicker as a result of he desires to assist much more individuals, how Eric traditionally struggled to have a good time his wins as a result of he was continually specializing in the subsequent objective however has grown to understand the almost-therapeutic advantages of taking a second to understand the accomplishments and progress which have already been made, and why Eric believes that youthful, newer advisors ought to give attention to not simply on the technical abilities however on creating their communications abilities and changing into extra self-aware of how they impart with purchasers (as a result of good communication abilities result in higher shopper engagement, which is what in the end drives a extra profitable profession as a monetary advisor).
So, whether or not you are concerned with studying about how Eric selected the 100 questions to incorporate in his Monetary Prosperity Index, how Eric now focuses on talking at conferences geared towards follow homeowners (generally paying hundreds of {dollars} to take action) to extra instantly speak with potential purchasers and display his service choices, or how Eric wrote a guide particularly for follow homeowners that he provides away in alternate for a potential shopper’s card in order that they’ll later arrange a gathering to speak, then we hope you get pleasure from this episode of the Monetary Advisor Success podcast, with Eric Miller.
