In this episode, host Jason Pereira talks to Scott Plaskett. As a financial planner, he is in the business since 1993. As a financial planner, he was looking for systems and technologies that would support the need to run the practice.
Episode Highlights:
- 01.08: Scott shares how he realized there is the ability to create processes and workflow within the systems.
- 01.39: After facing several crashes in the system, Scott was told to put a system in place that is running on its own server.
- 02.16: Scott gives a piece of insightful information that his firm was one of the first firms to embrace cloud-based technology.
- 02:30: Scott took the help of salesforce.com, which is the apple of all programs.
- 03:49: Jason shares his preference for salesforce and how people often think it is a CRM platform with giant data on top. It is almost like AWS of CRM.
- 04:35: Jason is curious to know “What does Genie deliver to an advisor who is looking to automate their process better?”
- 04:45: Scott talks about the four components in Genie: The Marketing, Sales, Process / Fulfilment, and Profit Genie.
- 04:55: Scott also gives insights about the phases and automation that one would go through.
- 07:26: Most financial advisors grow their business with referrals, and this is extremely important.
- 08:48: Scott talks about the education-based marketing program of Genie and how it taps the invisible market.
- 09:58: Jason stresses the importance of putting some valuable offer or product in the bang-on impactful market.
- 10:38: Jason asks, “How are you going to articulate your value properly so that clients say wow.”
- 12:15: Scott explains the entire process and emphasizes that they are already overloaded with work as a financial planner, so it is extremely important to keep track of all the work. This is where the sales genie comes into the picture.
- 12:50: Jason agrees that he has never seen an organization succeed without a proper process.
- 14:12: Scott discusses the importance of fulfillment in a business. If you don’t deliver on the promise, the entire business is going to fall.
- 17:40: Jason and Scott discuss the importance of maintaining a uniform process.
- 19:31: Scott tells the listeners about the profit genie, which is more about running a better business.
- 21:56: Scott also guides the listeners that people need to put it in their hat when it comes to building a business. The only way to do that is via information.
- 23:48: Jason asks what is giving the users of Genie confidence?
- 25:02: Scott explains the importance of confidence and how it helps to improve the process and generate profitable revenue.
- 27:04: Scott guides his clients to implement the fulfillment genie at first then worry about leads.
- 29:03: Scott’s vision is to remove malpractice from the advised-based industry.
- 30:00: Jason inquires, “What is the biggest challenge while implementing Genie?”
3 Key Points:
- Scott throws light on visible and invisible markets. For example, if you are a real-estate agent and you want a property with a waterfront area. The problem is who are the people who want to buy that property, so this comes under the invisible market.
- It is important to know that you have a workflow managed by a system so that you and your people always know where people are in the process.
- Jason enquires about those people who have used the Genie platform and how they have benefitted from it?
Tweetable Quotes:
- “If you are a financial advisor and you don’t have leads coming in then it is not good; it’s kind of like air is to humans as leads is to financial advisors.” - Scott Plaskett
- “Marketing is all about building rapport.” - Scott Plaskett
- “Client is paying you for the process.” - Scott Plaskett
- “Each of the opportunities we identify have different workflows.” - Scott Plaskett
- “If you want to build a business you got to have a platform in place.” - Scott Plaskett
- “The perfect sales is when you show the people this is what you need.” - Jason Pereira
Resources Mentioned
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