Talking Head Video vs. Whiteboard Video: Which do you choose?

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Did you know?

The popular website Hubspot reported that 72% of customers would rather learn about a product or service by way of video!

This means you should really be considering the use of video in your marketing plan to help nurture existing client relationships and attract new prospects and opportunities. But with so many options out there, which video type should you be using?

Watch this 1-minute tip from Digital Marketing Expert and Video Specialist Jill Addison who will be a guest on Coffee Talks w/ Industry Experts this Thursday June 13th @10:00AM PST. Learn More

Why Whiteboard Videos Work So Well For Financial Services

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From Twenty Over Ten Blog – Posted May 1st, 2019 by Blair Kelly

Many advisors have been asking us about whiteboard videos, so we’re doing a deep dive into this topic to show you how whiteboard videos are producing results for advisors today. We’ll also take a look at how you can incorporate this strategy into your marketing in an easy, turnkey way.

And by the way, it’s not only advisors who are asking about whiteboard videos, but it’s also your clients!  We’re hearing from advisors that their clients are actually requesting whiteboard videos to help them understand complex financial topics. For instance, one advisor recently showed a whiteboard video about Social Security to his 65-year-old mother and she was glued to the screen. After the video finished, she said she loved it and it helped her understand things much better. He said, “Mom, I’m a financial advisor. Have I not been explaining these things to you well enough?” She said, “It’s just different when it’s a video like this. It just helps me understand it so well.”

Why whiteboard videos work so well for financial services

Some of these facts will surprise you.

1. ONE OF THE BIGGEST REASONS WHITEBOARD VIDEOS WORK SO WELL IS THAT THEY ACTUALLY ALTER THE VIEWER’S BODY CHEMISTRY.

That’s because when people watch images being drawn in whiteboard videos, at the moment they realize what’s being drawn, they experience a burst of dopamine, the chemical in our brains associated with delight at something unexpected. These videos actually make people happy. And when you’ve put your prospective client in a happy state of mind, they’re much more likely to take the next step toward becoming your client.

2. WHITEBOARD VIDEOS ARE ESPECIALLY WELL-SUITED FOR FINANCIAL INFORMATION BECAUSE THEY HELP MAKE COMPLEX CONCEPTS SIMPLE.

Financial information can be intimidating and overwhelming. When you make it simple and visual, that helps your clients and prospects not feel so dumb. This, in turn, lowers their defenses and helps them feel more comfortable talking with you.

One financial advisor said that several prospects came into their office and mentioned that they loved the whiteboard video on his website. They said the light-hearted tone of the video helped put them at ease and made them feel more comfortable with coming in for an initial appointment since meeting with a financial advisor can be an anxiety-provoking experience. So whiteboard video actually helped bridge that critical gap between those prospects just vetting his firm online and them actually coming into the office, sitting at the table with him and becoming his client. Both the prospects who mentioned the video became clients, and the Average Lifetime Value of those clients is $125,000. So this one video helped this firm generate revenues of $250,000.

3. WHITEBOARD VIDEOS ARE BUILT TO EDUCATE

When you package educational information in this entertaining and engaging format, you fulfill on your promise as an educator in a new and novel way. This creates a signature client experience that your clients love. Here’s feedback one advisor got from her client:

Hi Diane,
I’ve enjoyed your one-minute videos. I appreciate that they’re short, to the
point, and still offer a good tip. Nice work!
Nancy

These educational videos also automatically attract your ideal clients. When they vet you online (as they certainly do before coming in for an initial consultation), they experience a taste of the kind of educational value they’ll receive from your firm, and that helps draw them into your office.

4. THERE’S SOMETHING ABOUT THE FORWARD MOVEMENT OF WHITEBOARD VIDEOS THAT MAKES IT IMPOSSIBLE TO STOP WATCHING THEM.

Psychologically, you have to see what comes next, and that makes these videos one of the most engaging marketing tools available today.

5. WHITEBOARD VIDEOS MAKE IT EASY FOR YOU TO INCORPORATE REGULAR VIDEO CONTENT INTO YOUR MARKETING STRATEGIES WITH A MINIMUM OF TIME AND EFFORT.

You don’t even have to get on camera, which is nerve-wracking, time-consuming, and often not even the best way to present yourself to the world since it’s easy to seem unnatural in front of a camera.

How do whiteboard videos produce results for advisors like you?

Watch these case studies in easy 1-Minute Videos below.

Summary of Video: This advisor, Mychal Eagleson, has a niche of working with teachers, so he’s built a robust online presence to target that niche.  In one 30-day period, he got 9 new clients from all over the nation, all in his niche: teachers. He said all the online pieces have really come together, and “it’s nice when you’ve done the work in the past and then you just watch it roll in.” Having YouTube whiteboard videos has been a vital component for him to be found online on Google. That’s because Google owns YouTube, so when you consistently put fresh new YouTube video content on your website, Google is going to rank you higher and higher in search engines.

Here are the 3 reasons why consistent YouTube videos help you be found online:

  1. Google has always loved fresh consistent content, and so when you’re posting fresh content on a regular basis, they’re going to rank you higher.
  2. Google knows that people want to watch videos, and Google wants to give people what they want. So when Google sees the YouTube embed codes on your blog on a regular basis, they’ll rank you higher in search engines results for that reason as well.
  3. Google owns YouTube. So when Google sees that you’re “keeping it all in the family” by using YouTube embed codes, they’ll reward you for that on top of the first two reasons.

Mychal has been embedding his YouTube videos on his blog, then sharing those blog pages on social media. He’s also boosted the videos on Facebook, which got people commenting on his videos, and he could then engage with them in the comments section and start a conversation to provide even more resources to attract new clients.

See his videos on his website here: https://anexceptionallifefinancial.com/knowledge-center

Summary of Video: Here’s how one professional got a 10X ROI on her videos. One of her clients runs a payroll company. He saw her video on social media and shared it. That triggered comments and questions from his clients which led to him hiring her for more services.  Her video created new business for her, just from posting it on Facebook. See how this spreads online?  Her return on investment from just that one client and one video was at least 10 times what she invested in her whole series of videos.

She also noticed that when she sent out email newsletters, five times more people were clicking on her video links, compared to articles. People want to watch video. So she started started incorporating video into ALL her weekly newsletters.

More people were engaging with her content on her blog and social media as well when she posted videos. They were making comments, asking questions, and even emailing her and calling her with questions generated from the videos.

Here’s one last way she uses her videos: When people reach out for a consultation, she emails them a video related to their concern before the consultation. This positions her as an expert and triggers deeper thinking so she and her prospective client can talk more seriously about engagement. So not only have her videos helped her attract new business through people engaging online with her videos, they also help turn prospects into clients more quickly and easily when she meets with them in person. Many advisors use this strategy to create a signature client experience for both prospects and clients.

In this book, you’ll find step by step instructions and video tutorials on the exact 7 Steps to take to get results with your videos marketing. Download your free copy here: https://faclientmachine.com/enter-address-for-free-book-mailing/

Here’s a quick roundup.

Post your videos to:

1. YouTube
2nd biggest search engine in the world. This will help you be found online, even through Google searches.

2. Blog
When you embed YouTube videos on your blog on a regular basis, Google will rank you higher and higher in search engines

3. Social Media
Upload your video files directly to each social media site for the highest number of Views.

4. Email Newsletter
Get 5X more people engaging with your email content when you put the words “1 Minute Video” in your Subject line

5. Email Signature
Passively promote your videos each time you send out an email by putting your video link in your email signature.

6. LinkedIn Profile
Stand out from the crowd with a custom branded series of videos, displayed on your LinkedIn Profile.

7. Email Automation
Automatically follow up with new prospects and new clients with a series of educational and entertaining videos sent via email.

How do I get whiteboard videos without a big investment of time, energy or money?

Video creation is definitely something that should be left to professionals. Making a video is surprisingly time-consuming, and there’s a long learning curve to get it right. As with most activities that are not core to your practice, it’s best to delegate or outsource your video production.

To see an example whiteboard video and learn about a turnkey and affordable solution to get whiteboard videos for your practice, click here: https://faclientmachine.com/whiteboard-video-about-turnkey-video-system/

To do an even deeper dive into video marketing, watch the webinar here: www.FAClientMachine.com

Join us for Coffee Talks with Industry Experts!

Your Ideal Client is You!

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By Machen MacDonald

Stop wasting your time, money and energy on trying to be someone you’re not. Just be yourself.  Authenticity is a word that perhaps may be overused. However, it’s the word of the day when it comes to building relationships, developing partnerships and acquiring new clients.

Being authentic is simply being you while not trying to rescue others from what you may hallucinate are your flaws and imperfections. Your perceived flaws and imperfections are simply part of who you are. No one is void of them. Learn to love them and leverage them.

Being authentic is indeed being vulnerable and yet knowing you can handle whatever may come about as a result. There is a power that comes from the knowing the real gold comes only from putting yourself out there in an authentic way.

You are being authentic when you follow your gut. I can’t tell you how many times I hear from people that end up in precarious situations that they had a hunch or an inkling about a person they regret getting into a relationship with. Many tend to shame themselves for not listening to their gut.

Learning to follow your intuition is the path to living authentically. The actress and singer Judy Garland put it so eloquently when she would say, “Always be a first-rate version of yourself rather than a second rate version of someone else.”  Call it being authentic, original or unique. You are blessed with various innate talents.  Identify those gifts. Nurture them and endeavor to share them with the world.

Your ideal client wants all of you; not the second-rate version or the polished imposter.

We share a  program with many of our clients that walks them  through how to identify who their ideal client really is. Once they are clear on who that ideal client is, they can then market and promote to them because they understand exactly what will really resonate. Upon completion of the exercise, clients are amazed at how similar in purpose, values and characteristics their ideal client is to themselves.  In this case, like attracts like.

Author Martha Beck says it in the following way, “ You spot it, You got it!”  This is not at all about the demographics of the market you may be targeting. It’s deeper than even the psychographics. We are talking about the core quintessence of your ideal customer. Once you are aware of who your ideal client is you actually become more attractive to your ideal client.

You probably already have an ideal client. It’s the one that you feel like you have known forever right off the bat. They enjoy the same things as you. They accept your suggestions and recommendations. They don’t push back. They are a raving fan in that they refer others to you. You have similar values. You may share similar life experiences, hardships and triumphs. You feel most relaxed and yourself when you are with them.

How would you like to have a lot more clients just like them?  Just be yourself.

Make it up, make it fun and make it happen!

#1 bestselling author Machen P. MacDonald, CPCC, CCSC is a certified life and strategic business coach with ProBrilliance Leadership Institute in Grass Valley, CA. He helps business people gain more confidence and clarity to live their ideal life. He can be reached at coach@probrilliance.com and 530-273-8000 or visit http://probrillilance.com

Accelerated Access Solution

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The Problem

If you haven’t asked your clients, “What’s your plan if you get sick?”, then you may be missing an opportunity to protect your clients’ assets through retirement, as well as provide a legacy for their loved ones.

In 2016, the average annual cost for Long-Term Care in a shared-room facility was $72,000-$120,000, and an average benefit period was just under 3 years.

The Solution

Secure Lifetime GUL 3

Secure Lifetime GUL 3 delivers guaranteed protection.

Clients have always loved the concept of certainty. In today’s world, they may appreciate it even more. Certainty for their families and businesses. Certainty for themselves. Certainty in the face of volatile markets and changing needs.

Secure Lifetime GUL 3 provides the long-term guarantees that clients are asking for. It’s a new class of GUL with a unique combination of features and benefits. And it’s designed to provide your clients with security and peace of mind – whether they die to soon, live too long or get sick along the way.

Carrier Corner: Protective

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Product Portfolio

Underwriting Guide

Carrier Financials

Mission Statement

Protective’s mission is to help customers find the financial security they so desperately need, enabling them to protect tomorrow and embrace today. It’s a liberating feeling – one experienced when focus is allowed to return to those things that enrich our lives the most. At the heart of Protective’s business philosophy are four adopted values. Each equally shapes their identity and guides all that they do.

  • Do the Right Thing: Character is doing the right thing, even when no one is looking. A collective responsibility to do what’s right by our customers to ensure their financial needs are met today and tomorrow.
  • Serve People: To help customers protect tomorrow and embrace today, placing their financial needs first and taking the time to truly understand the challenges they face in life.
  • Build Trust: Hard won but easily lost, earning the trust of customers is just as imperative as keeping it for a lifetime. Do the right thing and serve people, and do it with sincerity and transparency.
  • Simplify Everything: From product design to choice and delivery to service support, the goal is to make doing business easier by making it as simple as possible. They educate customers using relatable concepts and terms to address their specific financial needs. It’s their belief that an informed customer is an empowered one.

Avoid The Portfolio Killer

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Did you know that married couples retiring at age 65 will average $260,000 in healthcare costs? Even more will be needed if a chronic illness care is required! This makes healthcare the second largest expense in retirement.

Many clients’ portfolios are not prepared for the impact of a long-term care need. Instead of carving out a sliver of assets to cover this event, many Financial Advisors will watch their clients’ portfolios dwindle as they spend down those investments year after year to pay for long-term care expenses.

Let’s look at an example:

An FA in Pittsburgh had a client with sizable nest egg worth around 2 million. The FA never thought about covering this client in the event of a long-term care need, as the client had enough assets to “self-insure” if the situation came up.  Fast forward several years. The client was diagnosed with dementia and was confined to a nursing home for over 12 years. The client’s children were forced to spend down over $1.5 million dollars. Not only were the heirs out $300,000 per child, but the advisor lost their potential investment too. When the client passed away, her children took what little assets were left in her portfolio and moved them to another FA, their trust in the first advisor having been destroyed. Don’t be this advisor!

If the FA had simply suggested the client carve out a sliver of their assets to purchase the LTC rider, the clients’ portfolio may not have been depleted. The beneficiaries’ trust would have stayed with the FA, and their assets could have gone to the FA too!

Resources

Sequence of Returns Matter

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There are many benefits of owning a permanent life insurance policy. First and foremost is the life insurance death protection. Additionally, one of the many benefits that can be utilized along the way, if necessary, is access to the policy’s accumulation value for the benefit of the policy owner while living. For instance, accumulation value can be used as a supplement during the policy owner’s retirement years.

Investment returns are variable and unpredictable. The order of returns has an impact on how long a portfolio will last if the portfolio is in the distribution stage and if a fixed amount is being withdrawn from the portfolio. Negative returns in the first few years of retirement can significantly add to the possibility of portfolio ruin.

Let’s take a look at two scenarios below

SCENARIO A

Let’s assume we have a client that has accumulated a retirement portfolio of $1,000,000 at his retirement age of 65. This retirement account is going to be invested in an index fund that mirrors the S&P 500. This client’s goal, with this asset, is to withdraw $50,000 a year pre-tax to help support a portion of his post-retirement lifestyle. If he retired and experienced the sequence of returns in Scenario A, after a 10 year timeframe, he would have ended up with a projected account value of $506,951.

SCENARIO B

But what if we simply reversed the hypothetical rates of return? The results of the reversed sequence of returns is shown in Scenario B. By reversing the sequence of returns this client would have an ending account balance of $406,597.

Click Image to Enlarge

Unfortunately we can’t control what the market is going to do when we decide to retire. But there is a possible solution to help protect a client in years when the market does go down….Max Accumulator+.

If the client had purchased American General Life’s Max Accumulator+ when he was 50 years old, he could have funded the policy and utilized the power of IUL (upside potential with no downside risk due to market performance) to create an additional bucket of money that could be used as backup income source for the years following negative performance in his retirement account. Below is an example of the resulting scenario when using an IUL.

Click Image to Enlarge

Campaign In A Box: Life Insurance Retirement Planning (LIRP)

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Initiating a marketing campaign can be difficult, but American General has made it easy with their Campaign in a Box. The campaign is equipped with many resources that would have taken weeks to create and gather on your own.

The campaign is broken down into 3 different sections. First is Promotions/Prospecting, Training Package, and Selling Strategies.

Promotions/Prospecting

Here you will find the resources to help you prospect. From pre-formatted text messages, tweets, LinkedIn and Facebook Posts, and even images you can use as a thumbnail for your social media post! If you have a blog, you can also use the pre-written blog content that highlights LIRP!

Training Package

Everything you need to refresh your memory or train any staff on the LIRP concept! Here you’ll find a strategy brochure, infographics to help you market, key talking points, and even a training video!

Selling Strategies

Take the guess work on how to approach the conversation with your clients. This section of the campaign is essential and will be key in helping you close more business. Here, you can watch a video and learn the “LIRP” pitch, find customizable PDF’s, and even an interactive sales tool – Life To The Max that you can share with your clients.

Click the links below to visit the Campaign in a Box Resource page from AIG and download the marketing materials below!

Campaign In A Box
Resource Page

Agent Only

Visit Resource Page

What Happens When Your Plans Don’t Work as Intended?

Consumer

Download Brochure

Will You Have Enough
Money to Retire?

Consumer

Download Infographic
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