Million Dollar Producer Show
The Million Dollar Producer Show™ interviews highly successful financial professionals, thought leaders and organizations in the financial services and life insurance industries. This podcast is here to help answer the key question: “What are the insider secrets to stand out in a noisy marketplace and consistently attract and convert high value clients?” To get answers each week, subscribe to the Million Dollar Producer Show.
Million Dollar Producer Show
051: Skyrocket Your Credibility: Paul G McManus on the "Power of Authority by Association" as featured on the Influential Entrepreneurs Podcast
Listen to the full episode on the Influential Entrepreneurs Podcast with Mike Saunders episode here:
https://businessinnovatorsradio.com/interview-with-paul-mcmanus-co-founder-and-ceo-of-more-clients-more-fun-author-podcast-host/
Claim your free audiobook copy at: www.theshortbookformula.com
But his name was Shane Walls and in 2016, he reached out to me and, long story short, over the course, people like, okay, what's going on here? What you know? What's your secret sauce? And he was gracious enough to point in my direction. So that got that started me on the path towards working exclusively with financial professionals, and that was back in 2016.
Speaker 1:Fast forward a couple years and it's in 2018. And I'm speaking at two packed breakout sessions for an elite group of financial advisors and you know, just to give you a sense of it, they have to pay $25,000 a year just to be part of that group. And I was doing the two breakout sessions. I had Shane on my left and I had another client of mine that was part of the group on the right. His name was Mark and it was essentially an infomercial. I mean, I knew that no one there knew who I was, but they knew who Shane was, they knew who Mark was, they knew the results that the organization validated, results that the organization validated. And I, you know it was my real. It was my first real experience of what I call authority marketing and I knew it going into it right, and so I knew that I would have more people interested in working with me than I really had capacity to work, to work with.
Speaker 1:So my strategy, my approach going into it, was that I essentially did the whole hour breakout session as more or less an infomercial, just you know, having them talk and tout their results, et cetera, and at the end of it I distributed an application which essentially said okay, you know, to take the next step and apply to potentially work with me. Fill this out. Oh and, by the way, it's going to cost $1,000. And it's a deposit. So if for some reason, we decide not to work together, you'll get a refund, but it's $1,000 to simply have that conversation with me. And it was.
Speaker 1:It was such a defining moment because you have a lot of seasoned, super successful type A personality. You know elite financial, you know insurance producers in there, and there was some grumbling and they were looking to like wait. So so what you're saying is that I have to pay you a thousand dollars to talk to you. And I'm like. I'm like, look, you know I'm not trying to be arrogant or anything, it's just the reality is is that there's more, you know there's gonna be more interest in working with me than I have demand for, and this is just a way that I can, you know, prioritize who to spend time with and make sure that you know it aligns with everyone's interests.