Posts Categorized: Acquisition

What is 90-6-4-2-2-1?

The numerical phrase “90-6-4-2-2” refers to the Supernova acquisition model for advisors. The ‘90’ stands for the maximum of 90 active prospects you can have. That number is derived from having the same number of prospects as you do clients. For example, if you are a private wealth advisor with only 50 clients then you… Read more »

What Is Your Elevator Speech?

What do you say when someone asks you, “What do you do?” Too many of us give a very poor response, which goes something like, “oh, I work for _____________ firm. I am a financial advisor.” While that may be accurate, it certainly is boring. Very few people come over to us when they hear… Read more »

Proactive Introductions

In his first meeting with a client while going through the Supernova coaching program, one of our FAs explained the refinements he was making to his practice.  Among other things, he told the client how important Centers of Influence would be for introductions. To his great surprise, this client (his largest client and a doctor)… Read more »

The Last Free Lunch On Wall Street

You don’t build a practice by denigrating your prospect’s current advisor.  In Supernova we suggest you talk about what you do, demonstrate that you do it and let the prospect compare your brand with what they are now receiving. A great example is being in front of a prospect and asking the differentiating question, “How… Read more »

Supernova has Evolved to Meet the Needs of Top Advisors and their Clients

Supernova was born out of too much success. You might wonder how success spurred on the need for advisors to segment their clients and give them a higher level of service. There was so much success, in terms of clients coming in, that the advisors were accepting more clients then they could possibly service. Advisors… Read more »