084: [Audiobook] Book Marketing for Financial Advisors: Transform Your Book Into a Million-Dollar Client Attraction System by Paul G. McManus

Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Book Marketing for Financial Advisors.
Transform your Book into aMillion-Dollar Client Attraction
System, digitally narrated byPaul G McManus.
Copyright 2025.
All rights reserved.
Introduction the Truth Aboutbooks and your financial

(00:24):
advisory practice.
Let me start with a truth thatmight save you years of
frustration.
That book you're dreaming aboutwriting, or maybe already wrote
, isn't going to sell a millioncopies, it's probably not going
to get you on CNBC and itdefinitely isn't going to
generate meaningful income fromroyalties.
But here's the good news Noneof that matters.
And it definitely isn't goingto generate meaningful income
from royalties.

(00:44):
But here's the good news Noneof that matters, because if
you're a financial advisorreading this guide, what you're
really after isn't book sales.
It's quality clients who valueyour expertise, respect your
process and are happy to payyour fees.
Let me zoom out for a secondand explain why.
Since 2016, I've worked withclose to 500 financial advisors,

(01:07):
everyone from Barron's Hall ofFame advisors managing billions
to advisors just getting started.
And here's what I've learnedthe advisors who get the best
results from their books aren'tthe ones trying to sell the most
copies on Amazon.
They're the ones who use theirbooks strategically to attract

(01:27):
and land their ideal clients.
How well does this work.
The transformation is nothingshort of remarkable.
Advisors I partnered with havegenerated over $100 million in
fees and commissions since 2016,.
Not through book sales, but byattracting new clients who were
drawn to their expertise throughtheir books.

(01:48):
These advisors went fromfeeling invisible in a crowded
market to becoming recognizedauthorities in their field.
Their books became thecornerstone of their personal
brand, fostering trust andopening doors to opportunities
they once thought were out ofreach.
Why most advisor books fail?

(02:08):
Here's a story I hear at leastonce a week Paul, I wrote a book
, I put it on Amazon, I postedabout it on LinkedIn.
I even sent an email to mywhole client list, but nothing
much happened, or this version.
I see other advisors with books, but I can't tell if it's
actually doing anything fortheir business.

(02:29):
Is this just a vanity projector my personal favorite?
I sent copies to all my CPApartners with a nice note,
hoping they'd share it withtheir clients.
I even followed up after amonth, but all I got was thanks.
I'll take a look when I havetime.
The reason most advisor booksfail isn't that they're badly

(02:50):
written.
It's that most advisors arefollowing generic book marketing
advice that's totally wrong forour industry.
The real ROI.
Let me share what's possiblewhen you do this right Prospects
who come to your first meetinghaving already read your
philosophy and approach.
Centers of influence whoactively share your book with

(03:13):
their entire client base.
A steady stream of speakingopportunities where you reach
your ideal audience.
The ability to send a physicalcopy of your book to anyone in
the United States for less thanthe cost of a Starbucks
Frappuccino.
A system where people go fromstranger to new client in as
little as one meeting with youbecause you've built trust in

(03:35):
advance through your book.
How do I know this works?
Well, let me share somethingpersonal.
Let me share something personal.
My own books have each generatedover a million dollars in
revenue, not from book sales,but from using them
strategically to attract idealclients.
My first book alone brought in$1.1 million over three years.

(03:56):
My second book did so in justover two years.
That's the power of masteringthese strategies.
Each book you publish generatesbetter and faster results
because you've learned whichactivities actually move the
needle and how to execute themmore effectively.
And look, I'm not special, I'mnot famous.
When people introduce me as athought leader, it still makes

(04:20):
me giggle.
I'm just a regular guy whofigured out how to help
financial advisors use books togrow their practices in a way
that actually works.
The six strategies that actuallywork.
This guide is built around sixspecific strategies that we've
proven work for financialadvisors.
As a general rule, we recommendexecuting these strategies in
this exact order rule.
We recommend executing thesestrategies in this exact order

(04:44):
because, as you'll see, each onebuilds upon and enhances what
came before.
1.
The Inner Circle Soft Launch Asystematic way to turn your best
clients into your biggestadvocates without feeling salesy
.
2.
Foundation Building how to setup your book website and Amazon

(05:05):
presence to capture leadsinstead of just selling books.
Three the Amazon bestsellerstrategy how to become a
bestselling author, because thatcredential instantly elevates
your authority and credibility.
Four the audiobook advantageand credibility.

(05:27):
Four the audiobook advantageTurn your book into an audio
experience that capturesprospects during their commute,
workouts and daily routines.
Five the center of influencestrategy how to use your book to
transform casual professionalrelationships into real revenue
generating partnerships.
Six the virtual speaking tourhow to leverage podcast guesting

(05:48):
to reach thousands of idealprospects without leaving your
office.
How these strategies worktogether.
Let me show you how this allflows together from your
prospects perspective, withthree different ways it
typically happens.
Scenario one the podcastlistener.

(06:09):
Imagine someone is listening totheir favorite podcast, one
they trust and tune intoregularly.
They hear you as the guestexpert and they're immediately
intrigued because you're talkingabout exactly the challenges
they're facing.
You mentioned your book andbecause you got your foundation
set up right, they can get itfor free from your website.

(06:32):
While they're reading orlistening to your book, they're
getting your carefully craftedemail sequence.
They're seeing ravingtestimonials from your inner
circle.
They're noticing you're abest-selling author.
By the time they schedule acall with you, they've read your
book, received valuablefollow-up content, seen social

(06:55):
proof from people just like them.
I got a recommendation from atrusted source, already bought
into your approach.
Scenario two the CPA referral.
Or let's look at another waythis works.
Your prospect is sitting intheir CPA's office reviewing

(07:15):
their tax return.
Their CPA notices they've gotsome complex retirement planning
needs and says you know, Iactually wrote the foreword to a
book that addresses exactlywhat you're dealing with.
Let me give you a copy, becauseit's coming from their trusted
CPA.
They read it that weekend.
They noticed the websitementioned in the book and visit

(07:36):
it Now.
They're seeing how you'vehelped others just like them,
noticing you're a best-sellingauthor.
Reading the foreword, their ownCPA wrote Understanding your
unique approach.
By the time they schedule acall with you, you're not just
another advisor, you're theexpert their CPA personally

(07:56):
endorsed, the one who literallywrote the book on solving their
specific challenges.
Scenario 3.
The friend referral.
Here's one more way it oftenhappens.
Your prospect is playing golfwith their friend, one of your
best clients.
They're talking aboutretirement planning and your

(08:17):
client says you've got to readmy advisor's book.
It completely changed how Ithink about how I manage my
spending.
I'll text you the link to theaudio book.
This prospect is now readingyour book for two powerful
reasons.
Their friend is raving aboutthe results they're getting with
you.
They're seeing the exactstrategies that worked for their

(08:37):
friend laid out in your book.
When they visit your website,everything clicks.
The testimonials include peoplethey know or relate to.
The case studies sound justlike their situation.
Your approach already workedfor their friend.
They're seeing why their friendtrusts you so much.
By the time they schedule acall, they're already pre-sold.

(08:59):
How could they not be?
Their friend is getting greatresults.
They've read your methodologyand they've seen exactly how you
can help them too.
See how that works.
Each strategy reinforces theothers, creating multiple paths
for ideal prospects to find andtrust you.
Whether they discover youthrough a podcast, get your book

(09:20):
from their CPA or have a friendrave about you, the system
guides them naturally towardbecoming a client.
This isn't about hoping theright people find your book.
It's about proactively creatingmultiple paths for your ideal
prospects to discover you, buildtrust in advance and ultimately
want to work with you.

(09:41):
Who this guide is for, want towork with you.
Who this guide is for.
This guide is perfect for whatI call the successful but hungry
financial advisor.
You know who you are.
You've been doing this foryears, maybe even decades.
You're managing serious money.
We're talking hundreds ofmillions in many cases.

(10:02):
You work with hundreds offamilies who trust you, refer
you and honestly appreciate whatyou do for them.
But here's the thing You're notlooking to coast.
You didn't get where you are bysettling for good enough.
In fact, you're probablythinking I'm doing great work
for my clients.
I should be helping more peoplelike them.

(10:23):
My practice is solid.
Now it's time to really scaleit.
I've got the foundation built.
Let's put some serious growthon top of it.
I know I could be the go-toadvisor in my market.
I just need the right system.
Think of it this way If you'redoing this well with just your
regular marketing and clientreferrals, imagine what's

(10:43):
possible when you add theseproven strategies on top of your
already successful foundation.
And let me add something herethis isn't just for individual
advisors.
If you're the CEO of a wealthmanagement firm looking to
create a personal brand thatelevates your entire team, these
strategies are perfect for youtoo, because here's what I've

(11:05):
learned working with firms whenthe leader builds authority, the
whole team benefits.
Your book becomes a tool thatevery advisor in your firm can
use to attract and land idealclients Beyond traditional book
marketing.
So why does this matter foryour broader brand and long-term

(11:27):
client acquisition funnel?
One vision and positioning Atits core using a book to attract
new clients isn't just amarketing tactic.
It's a powerful way to solidifyyour role as a teacher and
thought leader.
And remember, your brand isultimately your reputation,
multiplied by the impact youmake on others' lives.

(11:49):
Each of the strategies you'reabout to discover supports the
larger story you're tellingabout what you stand for and
whom you serve.
Two deepening trust when aprospect reads your book, hears
you speak on a podcast orreceives a recommendation from
their CPA partner.
They're not merely looking foran advisor with good ideas.

(12:12):
They're looking for belief,alignment.
Who is this person?
Do they operate from a place ofintegrity and are they
genuinely invested in my success?
Your book, your publicappearances and your
professional endorsements act astrust accelerators in the
funnel.
They help a skeptical ortime-strapped prospective client

(12:33):
move from awareness toconfidence in your expertise.
Three creating a magneticpresence.
Another reason the why behindthese strategies matters is that
each tactic creates multiplepoints of contact with your
audience.
People may start by readingyour book's introduction, then
follow you on social media, thenhear you on a podcast and later

(12:56):
decide to schedule a meeting.
That path from awareness toaction is rarely linear.
By embedding these strategiesinto your overall brand approach
, you're multiplying the numberof ways a prospect can discover,
learn from and connect with you.
4.
Alignment with core values.
Finally, remember that how youengage your audience, and why,

(13:20):
is a reflection of your corevalues.
If one of your key values iseducation, for example, then
every step you take a short book, a free audio book, an
informational podcast appearancereinforces the idea that you
are a guide and problem solver.
That consistency between whatyou believe and how you show up
in these marketing channels ispart of what keeps clients for

(13:43):
the long haul, ensuring they seeyou not just as an advisor but
as a thought partner in theirfinancial journey.
Five building team alignmentand long-term brand equity.
Beyond client-facing benefits,your book-based strategies also
resonate within your own team.
When employees see you writing,speaking and collaborating with

(14:06):
respected partners, they gain aclearer sense of the firm's
vision and are often moreexcited to share in it.
This energy radiates outward toclients and prospects, and
remember, a book is a long-livedasset.
A prospect who stumbles uponyour work years from now will be
introduced to the very samecore philosophy that drives you

(14:28):
today.
It's not just a marketing piece.
It's an enduring component ofyour brand's legacy.
Sixth bottom line thestrategies in this guide aren't
standalone hacks.
They're instruments of a largervision for your practice.
They allow you to speak to yourideal clients in a way that
matches both your personal brandstory and their aspirations.

(14:48):
When woven togetherthoughtfully, these tactics
create an ecosystem in whichpotential clients encounter your
expertise repeatedly andmeaningfully.
Often before they ever have aone-on-one call, they ever have
a one-on-one call.
That's the real reason toinvest the time, energy and
resources into building yourauthority through authorship and

(15:10):
strategic promotion.
It accelerates trust, expandsyour impact and ultimately
brings you closer to living outyour mission every day.
How to use this guide?
Let's make this simple.
You're busy and I respect that.
I've designed this book so youcan grasp the big picture in
about an hour.

(15:30):
No fluff, no filler.
This isn't meant to lingerhalf-read on your shelf.
Step 1.
Read it straight through.
Start by reading the entireguide, from cover to cover, even
if you're tempted to jump ahead.
You'll get a bird's eye view ofhow each piece fits into the
larger system, like seeing theentire puzzle before zeroing in

(15:54):
on individual strategies.
Step two go back and prioritize.
Once you've taken in theoverall framework, circle back
to the sections or chapters thatresonate most with your
immediate needs.
If you're already on solidfooting with Amazon, for example
, you might skip right to thechapter on leveraging your book

(16:16):
with podcast appearances orcenters of influence.
Step three implement in realtime.
Step three implement in realtime.
Don't let this become theorythat never sees daylight.
Implement as you go.
Schedule an inner circle, softlaunch, phone call, outline your
website funnel or draft yourfirst set of follow-up emails.

(16:38):
Little actions taken now willyield huge dividends later.
Step four leverage our supportif you need it.
If you'd like hands-on guidancefor any of these steps, reach
out directly at Paul atmoreclientsmorefuncom.
My team and I specialize inhelping advisors transform a

(17:02):
simple book into a milliondollar client attraction system.
Why it matters now.
Six months from now, you couldeither be exactly where you are
today, still hoping to attractyour ideal clients, or you could
be welcoming a steady stream ofprospects who already trust
your philosophy and are eager towork with you.

(17:23):
The strategies in this guidework.
I've seen it happen forhundreds of advisors.
Now it's your turn to takeaction.
Remember you wrote, or plan towrite, this book for a reason to
showcase your expertise, helpmore people and build a practice
that reflects your core values.
Use it strategically andconsistently and watch how it

(17:46):
becomes the linchpin of yourbrand, bringing in the kind of
clients who appreciateeverything you stand for.
Chapter one the inner circlesoft launch your secret weapon.
Let me share something thatmight sound counterintuitive.
The people who are going todrive your initial success
aren't strangers on Amazon.

(18:07):
They're the people who alreadyknow, like and trust you.
Now here's where most advisorsget nervous.
I see them hesitate, worriedabout bothering their best
clients or appearing needy totheir professional partners.
But let me share somethingfascinating that completely
changed how I think about askingfor help.

(18:28):
Back in the 1700s, benjaminFranklin faced a challenge.
He had a rival in thePennsylvania legislature who
couldn't stand him.
Now most of us would try to winsomeone over with favors or
gifts, but Franklin, he didsomething completely
counterintuitive.
He asked to borrow a rare bookfrom the legislator's private
library.
Not only did his rival lend himthe book, but this small act of

(18:51):
helping Franklin transformedtheir relationship.
The legislator became one ofhis strongest supporters and
lifelong friends.
Why did this work?
Today, psychologists call itthe Benjamin Franklin effect.
Why did this work?
Today, psychologists call itthe Benjamin Franklin effect.
When someone does a favor foryou, they're actually more
likely to help you again than ifyou had done the favor for them

(19:12):
.
Our minds look for ways tojustify our actions.
When we help someone, wesubconsciously think I must like
this person.
Why else would I have helpedthem?
It all comes down to a simpletruth People support a world
they help build.
When someone contributes toyour success, even in a small

(19:33):
way, they become invested inthat success.
They want to see it flourish.
This insight is about totransform how you launch your
book.
Instead of feeling awkwardabout asking for help, you'll
see that by inviting people tocontribute, you're actually
strengthening your relationships.
So forget sending a mass emailsaying, hey, I wrote a book,

(19:54):
please buy it.
We're going to tap into thispowerful principle.
We're going to invite your bestclients and professional
colleagues into the process in away that makes them want to
help and turns them into activeadvocates for you and your
business.
And there's a reason we starthere.
Everything we're going to dowith your book from building

(20:16):
your online presence to becominga bestseller to landing podcast
appearances works better whenyou start with your inner circle
.
Here's why their testimonialsbecome the foundation for your
social proof.
Their enthusiasm fuels yourAmazon bestseller launch.
Their introductions lead toyour first new clients and

(20:36):
center of influenceopportunities.
Their feedback helps refineyour message for bigger
platforms.
Think of your inner circle asthe first domino.
When you tip it correctly,every other strategy becomes
more powerful.
That's why successful advisorsdon't skip the step.
They know it creates themomentum that drives everything

(20:57):
else the 80-20 principle inaction.
Let's do some simple math here.
Let's say you work with 500families.
Now, using the 80-20 rule andthis holds true for practically
every advisor I work with about20% of those clients, so that's
100.
Families are your absolute best.

(21:19):
These are the ones you'd cloneif you could.
They value your advice, theyimplement your recommendations
and they probably already referyou to their friends and family
without you having to ask.
These are the people we'regoing to focus on.
First, identifying your innercircle.
Let me be specific about whowe're looking for Clients who've

(21:43):
been with you for at least afew years.
People who appreciate yourapproach to planning.
Clients who engage with yourprocess.
Those who've had good resultsworking with you.
Folks who genuinely seem tolike you.
Cpas who've already sent youmultiple clients over the years.
Estate attorneys who activelyengage with your planning
process.

(22:03):
Other professionals who'veshown they value your expertise.
The goal is 20%.
If you're not hitting thatnumber, you're probably being
too selective.
This isn't just aboutidentifying your current
advocates.
It's about creatingopportunities for deeper
relationships with people whocould become strong advocates
through this process, runningyour soft launch.

(22:28):
Let me walk you through exactlyhow this works.
The step-by-step process.
One first contact pick up thephone and make a one-on-one
connection.
Here's exactly what to say heyname.
I've been working on somethingI'm really excited about.
I'm in the final stages ofgetting my book published.

(22:49):
On topic, I'm putting togethera small group of my top clients
to get their input, to setexpectations.
The book only takes about anhour or two to read.
I'd love to send you anadvanced reader copy and then
maybe we could jump on a quickZoom call so I can get your
feedback.
Would that work for you?
Three?

(23:10):
Create momentum Perfect.
I'll have the advanced copysent to you next week.
We're gathering testimonials forthe book launch by date, about
three weeks out.
Could we go ahead and schedulea quick 15-minute Zoom call for
the week of date?
I'd love to hear what resonatedwith you most and, with your

(23:31):
permission, possibly includeyour testimonial in the book
launch.
Does that work for yourschedule?
See what we did there.
Let's break down why each stepworks.
In step one, we're usingseveral powerful psychological
triggers.
I've been working on something.
Shows personal investment,really excited.

(23:52):
Conveys genuine enthusiasm.
Small group of my top clients.
Creates exclusivity.
Get their input.
Invokes the Benjamin Franklineffect we discussed earlier.
Franklin effect we discussedearlier.
Step two removes all frictionby setting clear time
expectations hour or two to readusing professional language.

(24:12):
Advanced reader copy making theask feel small and manageable.
Quick zoom call, giving themcontrol.
Would that work for you?
Step three is where the magichappens because of it Creates
immediate momentum.
I'll have the advanced copysent to you next week.
Sets a clear timeline thatdrives action.

(24:34):
Schedules the follow-up rightaway while they're engaged.
Transparently explain how theirfeedback might be used.
Makes them feel part ofsomething special.
The book launch Notice how wenever actually ask them to write
a testimonial.
Instead, we're creating anatural conversation about what
resonated with them.

(24:55):
Their genuine responses duringthat conversation will become
much more powerful testimonialsthan if we'd ask them to write
something.
This entire sequence is builton the Franklin Effect principle
.
By asking for their help in away that makes them feel valued
and important, we're actuallystrengthening the relationship

(25:15):
through the process, timelineand scheduling.
Let me lay out an aggressivetwo-week campaign to kick this
off, followed by the feedbackcollection phase.
Weeks 1 to 2.
The Sprint Days 1 to 5.
Make 50 calls 10 per day.
Ship books same day.

(25:36):
To those who say yes.
Days 6 to 10.
Make 50 calls 10 per day, shipbooks same day.
Here's how to make thismanageable.
Block 9 am to 12 pm for callseach day.
Expect three to four minutesper call.
Process book shipments andschedule Zoom calls each

(25:59):
afternoon.
Ship books in daily batchesthrough Amazon Prime Weeks-8.
Feedback collection Weeks 3-4.
Early reader Zoom calls 20calls per week.
Weeks 5-6.
Complete remaining calls 20calls per week.

(26:20):
Weeks 7-8.
Compile testimonials and getapprovals.
Pro tips.
Schedule all Zoom calls duringthe initial conversation.
Batch your calls in the morningwhen people are fresh.
Ship books same day to maintainmomentum.
Schedule four to five Zoomcalls per day during feedback

(26:42):
weeks.
Leave buffer room forreschedules.
Remember the intensity of thefirst two weeks creates energy
and excitement around your booklaunch.
When everyone receives theircopy within days of saying yes,
it shows you're serious andprofessional.
Advanced reader copy options.
You have two choices fordistributing advanced reader

(27:03):
copies PDFs or physical booksthrough Amazon's print-on-demand
service.
We strongly recommend usingAmazon to ship physical copies.
Physical books havedramatically higher completion
rates, arrive professionallypackaged and create a tangible
presence that PDFs simply can'tmatch.
The entire process isstreamlined.
You can ship copies same day toanyone who says yes during your

(27:24):
outreach calls.
That PDFs simply can't match.
The entire process isstreamlined.
You can ship copies same day toanyone who says yes during your
outreach calls.
When sending copies, simplytell your inner circle.
I'll send you one of ouradvanced reader copies through
Amazon.
We're using their printingservice to ensure you get a
professional quality version forreview.
You'll receive it in just acouple of days.
Process your book orders eachafternoon for everyone who said

(27:47):
yes that morning.
This keeps your launch movingefficiently and ensures books
arrive while enthusiasm is high.
Tracking your inner circlelaunch.
Let's talk about somethingcrucial that most advisors
overlook Systematically trackingevery step of your advanced
reader campaign.
When you're reaching out to 100people over two weeks, details

(28:09):
will get blurry fast.
Create a simple tracking sheetwith these key data points name
and contact information.
Date of initial call responseyes no.
Call back the date book wasshipped.
Scheduled Scheduled Zoom calldate time.
Call completed yes no.

(28:30):
Testimonial status Introductionreferral status.
If you have an executiveassistant or virtual assistant,
bring them into this processimmediately.
Have them Update the trackingsheet daily.
Process book orders eachafternoon.
Send calendar invites for Zoomcalls.
Monitor book delivery status.

(28:52):
Send reminder emails beforecalls.
Pro tip don't overcomplicatethis.
A simple spreadsheet worksperfectly.
The key is having one centralplace where you can quickly see
exactly where each person is inthe process and what needs to
happen next.
Remember missing follow-ups orforgetting details can kill your

(29:15):
momentum.
A basic tracking system keepseverything moving smoothly and
ensures no opportunities slipthrough the cracks.
Gathering powerful testimonials.
The Zoom call strategy.
Let me be crystal clear aboutsomething.
You cannot skip the Zoom callsPeriod.
I say this with a smile, butI'm dead serious.

(29:36):
Skipping these calls is thefastest way to squander all the
momentum you've built.
These calls serve multipleessential purposes and, while
they take time, they're some ofthe most valuable minutes you'll
invest in your book launch andyour broader business.
Let me show you exactly how tomake them work Setting up the

(29:56):
call.
One use Zoom or any platformthat lets you record.
Two schedule 15-minute slotsbut block 30 minutes.
Three let them know you'llrecord the conversation
explaining.
It's just to capture theirnatural responses for
testimonials.
Four make it clear therecording is private.

(30:21):
During the call, ask simplequestions like was this a
valuable read?
What is the most impactfulfavorite part?
Least impactful, least favoritepart?
The magic question.
After they've shared theirthoughts about the book, say I
really appreciate your feedback.
I'm passionate about gettingthese ideas out to more people

(30:43):
who could benefit from them.
Who do you think should knowabout this book, then listen,
really listen.
Their answers will oftensurprise you with opportunities
you never considered.
Remember these calls aren't justabout gathering testimonials.
They're about activatingadvocates who will help expand
your book's reach far beyondwhat you could do alone.

(31:06):
Don't underestimate howpowerful these conversations can
be when done right.
Three powerful outcomes.
One natural testimonials.
Instead of asking them to writesomething, you'll capture their
genuine reactions.
Pro tip don't try to handle thetechnical aspects yourself.

(31:28):
Have an assistant managerecording and organizing Zoom
calls.
Creating transcripts using AItools like GPT to craft concise,
powerful testimonials based onthe transcript.
Managing the approval process,both with the client as well as
with your compliance department.
Your only job is to get on thecalls, ask good questions and

(31:50):
build relationships.
Everything else can and shouldbe delegated.
Two social proof.
These testimonials becomepowerful influence tools that
work across all your marketingchannels.
Remember people trust whatother people say about you more
than what you say about yourself.
Three strategic introductionshere's where the Benjamin

(32:14):
Franklin effect really kicks in,because they're now invested in
your book's success.
When you ask for their adviceon getting the book to a broader
audience, they'll often suggestfriends who need to read it,
colleagues who should know aboutit speaking opportunities,
professional groups.
You should connect with otherways to share your message.

(32:35):
Don't rush this part.
Let them share as many ideas asthey want.
You've created an environmentwhere they're invested in your
success.
Let them show you how they canhelp.
The fortune is in the follow-up.
When you connect with someonethey've introduced, always

(32:56):
circle back to thank them, sharepositive outcomes.
Hey John, I just had a greatcall with Tom.
Thank you so much for theintroduction.
This feedback loop is crucial.
It validates their risk inmaking the introduction.
When people see theirintroductions leading to success
, they're naturally motivated tomake more.

(33:16):
Remember, people take a socialrisk when making introductions.
The biggest reward they canreceive is knowing their
introduction was valuable.
Never skip this step.
It's often the differencebetween getting one introduction
and creating a lasting referralpartner the hidden cost of
procrastination.

(33:37):
Let me share something thatpuzzles me.
I watch advisors not along withthis strategy agree it makes
perfect sense and then not do it, or worse, do it halfway.
They'll reach out to 10 peopleinstead of 100.
They'll skip the Zoom calls.
They'll get to it later.
I get it.
This process pushes you outsideyour comfort zone.

(34:00):
It feels uncomfortable askingfor help.
It takes time, but let me showyou the hidden cost of not fully
committing.
You reach out to 100 of yourbest clients and COIs.
80 agree to participate.
This is our typical responserate.
Each conversation leads to anaverage of two solid
introductions referrals.

(34:21):
That's 160 qualifiedintroductions referrals.
50 of these may become clientsover the next six months.
These new clients provide anaverage lifetime value of
$25,000 each.
Do the math that's $1,250,000in new revenue from a two-month

(34:41):
campaign far beyond what mostmarketing activities, networking
events or ads could hope togenerate in the same time frame.
Why it matters for your broaderbrand and client acquisition
funnel yes, those numbers arecompelling, but there's a bigger
story unfolding here.
When you engage your topclients and COIs in a genuine

(35:04):
collaborative way, you're doingmore than planting the seeds for
quick revenue.
You're aligning your brand withthe people who already trust
you, allowing them to becomeco-creators of your success
story.
This early momentum isn't justabout referrals today.
It's about one brand alignment.
Your best clients see yourdedication to quality firsthand

(35:26):
alignment.
Your best clients see yourdedication to quality firsthand.
By asking for their feedbackand letting them participate in
your book's launch, you'reshowcasing your values
collaboration, authenticity andservice.
They'll evangelize those samevalues to the people they
introduce to you.
Two accelerated trust.
Prospects who enter your funnelvia a trusted referral or via a

(35:46):
glowing testimonial from yourtop clients come in pre-sold on
your expertise.
This shortens the time fromnice to meet you to let's talk
deeper, vastly improving yourclient acquisition process.
Three long-term advocacy Peoplesupport what they help create.
Once your best clients and COIsfeel pride and ownership in the

(36:10):
launch of your book, they'llcontinue advocating for you over
the long haul.
These aren't merely one-timereferrals.
They're ongoing advocatesfueling consistent growth.
Four building a legacy.
Ultimately, the inner circlesoft launch sets the tone for
the rest of your authoritymarketing journey.

(36:30):
You're not just securingimmediate leads.
You're establishing yourself asan advisor whose business is
built on genuine relationshipsand shared success, a reputation
that resonates far beyond atwo-month campaign.
Next steps you now have aready-made plan to tap into the

(36:51):
enthusiasm and credibility ofyour biggest supporters.
If you need help executing thisstrategy, we recommend our book
marketing coach program.
Reach out to me directly atpaul at moreclientsmorefuncom to
learn more.
In the next chapter we'll buildon the momentum you've just
created to set up a rock-solidfoundation your book website,

(37:14):
your Amazon presence and anautomated follow-up system that
works 24-7.
By starting with your innercircle, you're establishing not
only a potent referral engine,but also the deeper trust and
brand alignment you need to makeevery other strategy in this
book exponentially more powerful.

(37:35):
Chapter two Foundation buildinggetting the basics right.

(37:57):
Let me be very clear aboutsomething Amazon is not your
friend.
Well, okay, that's not entirelytrue.
Amazon is your friend in thesame way that your office
printer or mail carrier is yourfriend.
They've published their book onAmazon, shared it on LinkedIn
and sent an email to theirclient list, but nothing happens
.
Maybe a few sales will tricklein, maybe their mom buys a copy

(38:17):
and if she's like my mom, shestill hasn't read it.
Sorry, mom, but here's what'sinteresting this lack of results
.
That's perfectly okay.
Now I can show you how to useyour book the right way.
Let me share a quick story aboutMark, a retirement advisor in
Boston.
Before we worked together, markwas spending hours with

(38:38):
prospects who weren't serious.
Here's what happened His firstmonth using our Amazon strategy
sent 12 books to qualifiedprospects.
Total cost $48.
Result three new clients worth$45,000 in revenue.
That's a 937% return oninvestment.
And Mark he now has more timeto serve his existing clients

(39:02):
because he's not wasting hourswith tire kickers.
In this chapter, I'll show youhow to turn Amazon into your
personal fulfillment powerhouse,delivering your book to
prospects for less than the costof a Frappuccino at Starbucks.
Then we'll build your bookwebsite not another advisor
website, but a laser focusedconversion machine that turns

(39:25):
visitors into leads.
You'll also learn how to set upan automated follow-up system
that nurtures prospects withoutbeing pushy, and how to get
everything approved bycompliance.
Yes, it's possible.
Everything I'm about to showyou is proven to work with
hundreds of advisors.
Let's dive in and build yourfoundation the right way.

(39:49):
The Amazon Reality Check Mostadvisors come to Amazon dreaming
of bestseller lists and steadyroyalties.
The reality You'll likely sella few dozen copies, mostly to
family, friends and maybe a fewclients, and pocket about $2 per
sale.
Worse still, you'll have no wayof knowing who bought your book

(40:10):
or how to follow up with them.
In other words, amazon isn'tgoing to do much to help you
gain real traction or buildmeaningful relationships with
prospects.
But here's what is so usefulabout Amazon.
Amazon isn't just a retailstore, it's a fulfillment
powerhouse.
Here's exactly what I mean.
Your cost for the book itselfis only about $4 and Amazon will

(40:35):
ship it directly to yourprospect through Prime at no
additional charge.
Think about that Aprofessionally printed book
delivered straight to yourprospect's door.
Compare that to FedEx, whereyou're paying $10 just for
shipping plus burning timedriving to and from their store.
So let me show you exactly howthis works.

(40:58):
You're on the phone with aprospect having a great
conversation about retirementplanning.
Instead of saying, hey, checkout my book on Amazon, you say
you know what.
We've covered a lot aboutretirement planning today.
I wrote a book that goes deeperinto these strategies.
Give me your physical mailingaddress.
I'll send you a complimentarycopy.

(41:19):
Then and this is the part mostadvisors miss before ending the
call, you say the book willarrive in three to four days.
It's designed to be a quickread that you can finish in
about an hour or two.
When would you like to scheduleour next meeting to discuss the
strategies in more detail?
Think about what just happenedthere.

(41:41):
For only four bucks, you've gottheir mailing address.
You've given them somethingvaluable.
You've got forward momentumwith a scheduled follow-up.
You've got their mailingaddress.
You've given them somethingvaluable.
You've got forward momentumwith a scheduled follow-up.
You've set clear expectationsabout when they'll get it and
how long it takes to read.
You're not just another advisor, you're the one who wrote the
book on the topic.
Imagine having a simple systemthat separates serious prospects

(42:04):
from tire kickers.
Well before you invest yourvaluable time by asking new
leads to read a short one-hourbook before their next meeting,
you ensure only those trulycommitted to making changes move
forward.
It's a built-in filter thatquickly reveals who's ready to
engage and who's not.
The structure isstraightforward A quick, no

(42:26):
pressure initial call just 15minutes to determine if they're
a fit.
If they are, you send them yourbook and schedule the second
meeting only after they'vecommitted to reading it.
When that follow-up happens,your prospect arrives informed
and engaged.
Instead of pitching, you spendyour time answering their

(42:47):
questions, addressing theirconcerns and laying out the next
steps of how to work together.
They're already on board withyour philosophy, so the
conversation naturally shiftsfrom why should we work together
to how do we get started?
This approach harnesses Amazon'sprint-on-demand service as your
behind-the-scenes fulfillmentcenter.
With just a few clicks, aprofessionally printed copy of

(43:11):
your book shows up at their doorinstantly, elevating your
credibility and making you standout from other advisors.
It's an elegant, efficientprocess that not only
streamlines prospecting, butalso positions you as the
trusted expert they've beenlooking for.
In short, it turns a routineintroduction into a confident,

(43:31):
mutually beneficial start to theadvisory relationship.
My personal experience usingthis approach I've used this
process in my own business foryears and it's been a game
changer, especially for someonelike me who's more naturally
introverted and values bothsafeguarding my time and
preserving my mental energy.

(43:52):
Here's what my results looklike Over 50% of those who
schedule the initial 15-minuteconversation choose to move
forward to a second, morein-depth meeting 30 to 60
minutes.
Of that group, 80% end upbecoming clients, typically
without needing any furtherappointments.
This streamlined system helpsensure that by the time we're

(44:14):
having the second conversation,the prospect is already
well-informed and excited aboutus working together.
My book handles most of theheavy lifting, allowing me to
spend more time doing what Ilove helping clients while
staying energized and focused.
Understanding Amazon'stwo-system setup.

(44:34):
Let me walk you throughsomething crucial about Amazon
that most authors miss.
There are actually twodifferent ways to get your book
into people's hands, andchoosing the right one makes all
the difference.
First, there's Kindle DirectPublishing, kdp which is where
you'll publish your book.
Through KDP, you can order whatthey call author copies at a

(44:58):
discount plus shipping.
However, I rarely use thisoption.
Let me tell you why.
Instead, I use Amazon's retailsite with print on demand.
Here's exactly how this works.
One, I price the book at thelowest amount Amazon allows,
usually around $4.
Two, I order through AmazonPrime just like any other

(45:22):
customer.
Three, amazon prints and shipsthe book in three to four days.
Four, shipping is free withPrime.
Now you might be thinking, paul, why not use the discounted
author copies?
Here's the magic of thisapproach no waiting for bulk
shipping, no inventory to manage.

(45:43):
Books arrive in Amazon'sprofessional packaging.
Each book can be sent directlyto different addresses.
Prime shipping means it'sactually cheaper than author
copies with shipping.
Think about it For $4 totalthat's print and shipping you
can have Amazon print anddeliver your book to any
prospect in the United States inthree to four days.

(46:04):
Try getting that deal from yourlocal print shop, your book
website, the central hub.
Now that you understand how touse Amazon as your fulfillment
service, let me show you acritical mistake that most
advisors make, and it's costingthem a fortune in lost
opportunities.
Here's the problem.

(46:25):
When you tell people check outmy book on Amazon.
You're actually shootingyourself in the foot.
Why?
Because Amazon never tells youwho bought your book.
Think about that for a second.
Someone was interested enoughto spend money on your book, but
you have no way to follow upwith them.
And let me tell you somethingI've learned over the years the

(46:47):
fortune is in the follow up.
Let me show you what I mean withtwo quick scenarios.
Scenario one you're a guest ona podcast and thousands of
people hear you share yourexpertise.
Some of them are intriguedenough to want your book.
Scenario two you're speaking ona webinar or at a local event
about retirement planning todozens of potential prospects.

(47:10):
During your presentation,several attendees expressed
interest in learning more aboutyour approach.
In both situations, if you sendthem to Amazon, what happens?
They might buy it, read it andthen what?
You've lost the ability tocontinue the conversation.
Whether it's dozens of webinarattendees or thousands of

(47:31):
podcast listeners, these are allpotential relationships that
disappear into the Amazon void.
This is exactly why you need acarefully crafted book website,
a place where you manage therelationship from the very first
interaction.
Instead of saying, check out mybook on Amazon, you'll direct
them to your book website wherethey can get a free copy in

(47:54):
exchange for their email address.
Now you're building a list ofinterested prospects.
Now you can follow up.
Now you can nurture thoserelationships.
Let's break down the essentialelements your book website needs
, using my own as an example.
One strong positioning andbenefits.

(48:15):
Your first impression matters.
If you visitwwwtheshortbookformulacom,
you'll see how I position myselfand my offer right up front.
Dot com, you'll see how Iposition myself and my offer
right up front.
Unlike a traditional companywebsite, this page focuses
entirely on my personal brand asan author and how my book can
help the reader.

(48:35):
I spell out who I am, whatthey'll get immediately free
audiobook and ebook and thelarger benefit they stand to
gain.
Two strategic social proofImmediately after introducing
myself, I reinforce credibility.
Testimonials from happy clientswho've benefited from the

(48:56):
strategies in the book.
Media logos Through ourstrategic press release system
that reaches over 500 mediaoutlets, we typically secure
placements on NBC, fox,marketwatch and other recognized
platforms.
Three multiple conversionpoints the site has two key
objectives in this order.

(49:17):
Primary get visitors to requesta complimentary copy of the
book and join your email list.
Secondary once they've engagedwith your material, make it easy
for them to schedule a callwhen they're ready.
Four professional schedulingintegration.
For prospects who are eager totalk, integrate an online

(49:37):
calendar tool like OnceHub orCalendly.
Include multiple, well-placedschedule a call buttons so when
someone's ready they canself-schedule quickly and easily
.
No back and forth emailsnecessary.
Five enhance navigation andresources.
Consider adding an aboutsection that reinforces your

(50:00):
authority.
A media section, optionalshowcasing press and interviews.
Additional resources like ablog or podcast episodes, if
they support your credibilityand help prospects learn more.
Here's the key point.
While you do want people toschedule calls, you don't want
them to jump in too soon.

(50:20):
Your goal is to have them readyour book first.
Why?
Because a prospect who's takenthe time to read and understand
your approach is much morelikely to be an ideal client.
Your book educates, pre-sellsand builds trust in advance, so
that when they do reach out,it's because they're truly ready
for what you offer.

(50:41):
In other words, your bookwebsite isn't just a landing
page.
It's a carefully designed leadnurturing system.
It ensures that by the time aprospect is ready to talk,
they're already on board withyour philosophy, making the
conversation more productive andultimately more likely to lead
to a long-term clientrelationship.

(51:04):
Delivering on your promise thepost opt-in experience.
Once someone provides theiremail address, they're
immediately redirected to yourdelivery page.
You can see an example atwwwtheshortbookformulacom slash
audiobook.
This is where you fulfill yourpromise, and here's what's

(51:25):
important.
You need to do it in a way thatmaximizes both consumption and
conversion Multiple consumptionoptions at zero cost.
You'll deliver your content inthree distinct formats, all
without inventory costs orshipping fees.
One a professional flipbookversion, a digital format that's

(51:49):
not on Amazon Kindle.
Two the complete audiobook,which often gets more engagement
than reading.
Three a 15 to 20 minute authorinterview video that summarizes
key concepts.
This variety is strategic.
Some of your highly interestedprospects will engage with all
three formats, while others willchoose their preferred method.

(52:11):
Plus, there's no cost to you orthe prospect.
You're delivering valuablecontent instantly.
The key is making it easy foryour prospects to consume your
message in whatever way worksbest for them.
On your delivery page, you'llalso include your next step
section inviting them toschedule a call with you using

(52:33):
an online calendar such as One'sHub or Calendly.
This approach accomplishesseveral things simultaneously.
One delivers immediate value.
Two provides multiple ways toconsume your message.
Three maintains yourprofessional positioning.
Four opens the door for thenext step scheduling a call.

(52:58):
Five respects that differentpeople have different learning
preferences.
Remember your goal isn't justto get your book into their
hands, it's to get your messageinto their minds.
By providing multiple formats,you maximize the chances they'll
actually consume andinternalize your content.

(53:20):
The follow-up machine yourautomated email campaign.
Let's talk about why your emailfollow-up sequence is
absolutely crucial.
Here's what the statistics tellus about people who first
discover you 10% are ready tojump on a call immediately.
30% are genuinely interested inchecking out your book.
60% have curiosity but aren'tready for immediate action.

(53:44):
Note, these percentagesfluctuate based on the Discovery
channel.
Event speaking and podcastappearances yield higher
engagement rates, while coldoutreach typically results in
lower numbers.
Making every website visit count.
You've done the hard work ofgetting people to your book
website.
Now let's not waste thatopportunity.

(54:07):
Here's why having a simpleopt-in form and follow-up system
is absolutely essential.
It takes five plus touchesbefore most prospects are ready
to schedule time on yourcalendar.
People only opt in whengenuinely interested.
Nobody needs more emails.
Most aren't ready to scheduleimmediately, nor do you want

(54:27):
them to.
You want prospects to scheduleonly when they're primed to take
action.
Your follow-up sequence becomesyour 24-7 salesperson.
The ideal sequence structureMinimum foundation Five
essential messages.
Five essential messages Onewelcome plus book access.

(54:48):
Two key concept deep dive.
Three client success story.
Four common challenge solution.
Five invitation to connect.
Optimal campaign 90-day nurture30 carefully crafted messages.

(55:09):
Systematic delivery over 90days.
A mix of educational contentand soft calls to action.
Focus on building trust anddemonstrating expertise.
Campaign duration Keepnurturing until one of three
things happens One they schedulea consultation.
Two they unsubscribe.

(55:31):
Three the 90-day sequencecompletes.
Move to long-term broadcastlist Implementation essentials
Keep opt-in simple email addressand first name only.
Add phone number as an optionalfield.
About 80% will provide it whennot required.

(55:51):
Deliver value in every message.
Maintain consistent contact.
Track engagement metrics, testand optimize content.
Remember your follow-upsequence is not about selling.
It's about nurturingrelationships and being there
when prospects are ready to takethe next step of scheduling

(56:11):
time on your calendar.
Working with Compliance.
Getting your book websiteapproved is usually
straightforward because you'vealready done the heavy lifting.
Your book itself has beenapproved by compliance.
Here's how to make this processsmooth what to expect Since
your book content is alreadycompliance approved.

(56:31):
The website review typicallyfocuses on presentation and
disclosures.
Most compliance departmentsrequest minor adjustments, like
specific disclosure placement,minor wording changes.
This step is usually simplebecause you're primarily
creating a delivery mechanismfor already approved content.
Approaching compliance earlyand collaboratively typically

(56:54):
results in quick approval withminimal revisions.
Pulling it all together, here'swhat really matters from what we
just covered.
One Amazon equals yourfulfillment partner.
$4 delivers your book to anyprospect in three days.
Two stop losing opportunities.

(57:16):
Sending people to Amazon meanslosing follow-up opportunities.
Three your book website equalsyour conversion hub.
Exchange a free version of yourbook for an email address,
always.
4.
Multiple formats Driveengagement.

(57:37):
Different people consumecontent differently.
Give them options.
5.
Your follow-up system matters.
Automated follow-up turnssubscribers into prospects.
Timing is key.
Six your book filters prospects.
15-minute call plus book equalsqualified prospect.

(57:58):
Seven handle compliance early.
Get approval first andimplement smoothly.
The steps in this chaptercreate the foundation for
everything that follows.
When you get them right, yourbook becomes a powerful tool for
attracting ideal clients.
When you don't, it's justanother book on Amazon
collecting digital dust insteadof generating appointments.

(58:20):
In the next chapter, you'lldiscover how to leverage
Amazon's algorithm.
You'll discover how to leverageAmazon's algorithm, time your
launch perfectly and create thekind of momentum that turns
author into authority.
Chapter three Becoming an Amazonbestselling author.

(58:41):
It's easier than you think.
You're at a financial servicesconference, steam rising from
your coffee cup when the emcee'svoice cuts through the
pre-lunch chatter.
Please welcome our next speaker.
Your name best-selling authorof the energy in the room shifts
instantly.
Phones emerge from pockets.
Those same advisors who werechecking emails moments ago are

(59:04):
now Googling your name.
That's the power of those twowords best-selling author.
I've witnessed thistransformation many times.
Last month, one of my clientstold me I'm the same advisor I
was before, with the sameknowledge and skills, but now
people instantly see me as theexpert I've always been.
That simple addition to her biobest-selling author changed how

(59:27):
prospects and peers perceivedher expertise.
Here's the truth about becominga best-selling author.
You don't need Oprah'sendorsement or a six-figure
advance.
You need a strategy.
And while there are many pathsto bestseller status, one stands
out as the most achievableAmazon Bestseller lists.

(59:48):
Why Amazon is the smart choice?
Traditional bestseller listslike the New York Times and the
Wall Street Journal operate likeexclusive Manhattan nightclubs,
complete with velvet ropes andmysterious doormen.
To get past these gatekeepers,you typically need one of three
things.
One celebrity status withregular major media appearances.

(01:00:17):
Two, a $250,000 plus investmentwith no guarantee of success.
Yes, really.
We've seen firms charge thismuch for NYT bestseller
campaigns.
Three, a massive engaged emaillist of 100,000 plus loyal
subscribers who are activemembers of your community and
can be counted on to respondwhen called upon.
Amazon's best seller listoperates differently.

(01:00:39):
It's transparent, measurableand, most importantly,
achievable for authors whoapproach it strategically.
This isn't about gaming thesystem.
It's about understanding howAmazon's algorithm works and
positioning your book forsuccess.
We've seen advisors use theirAmazon bestseller status to land

(01:00:59):
speaking engagements, attracthigher value clients and become
recognized experts in theirfield.
The credential opens doors thatpreviously seemed shut.
In this chapter, I'll show youexactly how to leverage Amazon's
platform to achieve bestsellerstatus, the same process that's
worked for hundreds of advisors.

(01:01:19):
We've helped Understandingsales velocity, the one-day push
To become an Amazon bestseller.
There's only one number thatmatters your sales in a single
day.
Here's why 500 books in a monthequals great sales, but no

(01:01:39):
bestseller status.
500 books in a week equalsexcellent sales, but no
bestseller status in a weekequals excellent sales, but no
bestseller status.
500 books in one day equalsbestseller status achieved.
Here's why this matters.
Amazon's bestseller rankingsare updated hourly, but they're
heavily weighted toward recentsales, a concentrated burst of

(01:02:02):
sales in a 24-hour period willshoot you up the rankings faster
than the same number of salesspread over a week or month.
Think of it as a sprint, not amarathon.
You don't need sustained salesover weeks or months.
You need one strategic day offocused sales activity.
That's it.
Get enough people to buy yourbook within that narrow window

(01:02:25):
and you can claim yourbestseller status.
People to buy your book withinthat narrow window and you can
claim your bestseller status.
The beauty of this approachOnce you hit that bestseller
rank, even if it's just for aday, you've earned it.
That Amazon bestselling authorcredential is yours to keep.

(01:02:46):
Pro tips category selection andstrategy.
There are three key insightsyou need to know about becoming
an Amazon bestseller.
One choose your categorieswisely.
Amazon lets you select up tothree categories for your book.
This choice matters a lot.
We use specialized softwarethat shows us exactly how many
sales you need in a single dayto hit number one in each

(01:03:06):
category.
Some categories need 500 sales,some need 100.
Some might need only 50.
The key Know your target numberbefore launch day.
No guessing.
Two individual sales matter.
Here's a common mistake toavoid.
You can't just buy hundreds ofcopies yourself.

(01:03:27):
Amazon's algorithm is smarterthan that.
They require sales fromindividual Amazon accounts,
active Prime accounts withpurchase history purchases
spread across different buyers.
This is where your inner circlefrom Chapter 1 becomes crucial.
You need real people who willcommit to buying your book on

(01:03:50):
launch day.
Three, the Kindle strategy.
Here's an insider secret.
Launching with Kindle gives youa significant advantage less
competition than physical books.
Lower price point typically 99cents for launch day Makes it
easier for supporters to buySame credentials.

(01:04:10):
Easier path when you achievebestseller status.
You don't specify Kindlebestseller.
You're simply an Amazonbestselling author.
The path you take to get theredoesn't matter.
Leveraging your bestsellerstatus Remember, achieving
bestseller status isn't the endgoal.

(01:04:31):
It's the beginning of a newphase of authority marketing.
Here's how to maximize itsimpact.
High-impact placements yourbestseller status belongs
anywhere.
Prospects make decisions aboutworking with you.
Client presentations,especially introductory slides.
Speaking introductions andmaterials.

(01:04:52):
Professional bio and website,email signature, linkedin
profile and professionaldirectories.
Marketing collateral book coverfor future editions.
Pro tip compliance departmentstypically approve Amazon
bestselling author because it'sa verifiable credential.

(01:05:13):
Always keep a screenshot ofyour bestseller ranking for
documentation.
From vision to bestsellerAnton's story.
Let me share a story thatperfectly illustrates the power
of strategic bestsellercampaigns.
Anton J Anderson, ceo of EliteResource Team, had been training

(01:05:34):
financial advisors and CPAs forover a decade.
He had the expertise, theaudience and a compelling reason
to write a book.
His company's 10th anniversarywas approaching.
But Anton faced a commonchallenge.
Like many successfulprofessionals, he'd tried
writing a book before.
That first attempt never madeit to publication, leaving him

(01:05:55):
skeptical about trying again.
I didn't anticipate ever doingthat again, he admitted.
Here's where the story takes aninteresting turn, when Anton
decided to give it another shot.
He didn't just want to publisha book, he wanted to make a real
impact.
He understood that becoming abest-selling author would add
credibility to his decade ofwork.

(01:06:17):
Training advisors.
Identified the right Amazoncategories for his book.
Built a launch team from hisextensive professional network.
Timed the launch to coincidewith his annual Elite Growth
Academy event.
Coordinated the one-day pushneeded for bestseller status.

(01:06:37):
The results the art ofcollaboration hit Amazon
bestseller status and the impactwas immediate.
Speaking requests, increasedMedia opportunities opened up.
His credibility in the industryreached new heights.
But here's what really mattersAnton leveraged his bestseller

(01:06:58):
status to accelerate trust withpotential clients.
As he puts it, the bestsellercredential opened doors that
would have taken years to crack.
Otherwise, it's not about ego.
It's about impact.
This is exactly why we focus onAmazon bestseller campaigns.
They're achievable, measurableand, when executed properly,

(01:07:19):
they deliver real businessresults.
Anton's story isn't unique.
It's repeatable.
With the right strategy andteam behind you, you can achieve
the same results Putting it alltogether.
Let's recap what we've coveredabout becoming an Amazon
best-selling author it's aboutstrategic timing, not total

(01:07:41):
sales volume.
The right category selectionmakes all the difference.
Kindle offers the mostaccessible path.
Your inner circle is helpfulfor launch day success.
The credential opens doors longafter your launch.
But here's what I really wantyou to understand Becoming a
best-selling author isn't justabout bragging rights.

(01:08:01):
It's about accelerating yourimpact.
Every time that credentialhelps you land a podcast
interview, secure a speakingengagement or build trust with a
prospect, you're expanding yourability to help more people
with their financial futures.
In the next chapter, we'llexplore the audiobook advantage
and why turning your book intoan audio format might be even

(01:08:25):
more important than the physicalbook itself.
As you'll see, meeting yourprospects where they are,
whether that's during theircommute, at the gym or on their
morning walk, can dramaticallyincrease your book's impact and
reach Chapter 4.
The Audiobook Advantage.
Let me tell you a story aboutmy dog Potato Chips.

(01:08:49):
Every morning, we go for ourwalk and you know what those 45
minutes used to just be aboutpicking up after him and making
sure he didn't chase squirrels.
But then something changed.
I started using that time tolisten to audiobooks and
suddenly our daily walks becamemy most productive learning time
of the day.

(01:09:11):
Why audio matters now more thanever.
The audiobook industry isexploding.
We're talking about a $35billion market by 2030, but
here's what really gets meexcited 67% of people say they
read more books afterdiscovering audiobooks.

(01:09:32):
These aren't just casuallisteners.
These are people who found away to consume more content
because audio fits theirlifestyle.
Let me break down exactly howpeople are consuming audiobooks
63% listen during their commuteperfect for busy professionals.
54% while doing householdchores, making dead time

(01:09:56):
productive.
44% while relaxing, becausesometimes your eyes need a break
.
Let me be really clear aboutsomething If you want your
message to actually get intopeople's heads, audio isn't just
an option anymore.
It's essential, and here's whyPeople are busy.

(01:10:17):
Your ideal clients are drivingto and from work, exercising at
the gym, walking their dogsMaybe not named potato chips,
but you get the idea Doinghousehold chores, trying to make
the most of every minute.
Think about your own routine.
Some days you might want tocurl up with a physical book and
take notes.
Other times you're driving towork, wishing you could make

(01:10:39):
that commute time moreproductive, and sometimes you
just want to quickly search forthat one specific concept you
remember reading.
That's exactly why we need togive people options.
Your ideal clients shouldn'thave to adapt to your preferred
format.
You should meet them where theyare.
Let me show you exactly howthis works.

(01:11:00):
Physical book Perfect for deepstudy and note-taking.
Ideal for visual learners wholike to highlight and bookmark.
Creates a tangible presence ontheir desk or bookshelf.
Great for those who retaininformation better through
physical interaction.
Digital version Providesinstant access the moment

(01:11:23):
someone is interested.
Makes it easy to search forspecific concepts or strategies.
Perfect for quick referenceduring client meetings.
Allows readers to adjust textsize and formatting for comfort.
Audiobook Transforms dead timeinto learning time during
commutes or exercise.

(01:11:43):
Let busy professionals consumeyour content, while multitasking
Creates a more intimateconnection through voice.
Often leads to highercompletion rates, especially for
time press professionals.
Here's what matters.
Stop thinking about format aslimited choices.
Instead, give your readers thefreedom to engage with your

(01:12:05):
message in whatever way worksbest for them at any given
moment, because, at the end ofthe day, it's not about how they
consume your expertise, it'sabout ensuring that they do.
The Great Narration Debate.
Now let me tell you somethinginteresting about audiobook
creation.
I've tried literally everyoption available and here's what

(01:12:28):
I've learned DIY narrationProse builds the strongest
connection.
Your authentic voice can bepublished everywhere.
Perfect for building authority.
Cons Time-consuming Requiresgood equipment Need quiet
recording space.
Can be technically challenging.

(01:12:49):
Professional voice actor ProsPolished sound, consistent
quality.
No technical hassles.
Cons Expensive Loses.
Personal connection Takes timeto find the right voice Less
authentic feel.
Ai narration Pros Costeffective, consistent quality,

(01:13:18):
quick turnaround.
Can clone your voice.
Cons Some platforms restricted.
May feel less personal.
Technology still evolving.
Here's what's reallyinteresting.
I've done blind tests with allthree versions.
Want to know what surprised memost.
The AI version, especially withvoice cloning, often tested

(01:13:40):
better than my own narration.
Why?
Because it's me, but it's me onmy absolute best day, with
perfect consistency and energy.
How to create an engagingaudiobook.
Let me tell you somethingcrucial about audiobook
structure.
It's not just about readingyour book into a microphone.

(01:14:00):
There's an art to what youinclude and what you leave out.
I've put together what I callthe audiobook elements guide.
That shows you exactly what toinclude in your audio version.
Here's why this matters.
When someone's listening toyour book while walking their
dog or driving to work, theyneed a smooth, uninterrupted

(01:14:20):
experience.
Everything you include shouldserve the listener's experience.
If it doesn't make the contentclearer or more engaging, leave
it out.
Think of your audiobook like apodcast episode.
You want it to flow naturally,keep your listener engaged and
deliver your message effectively.
This guide helps you strikethat perfect balance between

(01:14:43):
completeness and clarity.
Remember your goal isn't toperfectly replicate your
physical book.
It's to create an engaginglistening experience that
delivers your expertise in themost effective way possible.
The distribution strategy here'swhere most people get this

(01:15:03):
completely wrong.
They think they need to beexclusively on Audible, but
remember what we learned aboutAmazon in Chapter 2?
The same principle applies here.
Primary strategy Free audiobookas lead magnet.
Offer the audiobook on yourbook website.
Trade for email addresses tobuild your list.

(01:15:25):
Start the nurturingrelationship.
See an example atwwwtheshortbookformulacom.
Secondary strategy audiblecomdistribution.
Consider Audible as asupplementary platform.
Important considerations One AInarration restrictions.

(01:15:51):
Policies vary and are evolving.
Two some authors can use AInarration, others cannot.
Key principle Just like withAmazon, don't focus on royalties
.
Focus on making your contenteasily accessible, building your
email list, creating multipletouch points, converting

(01:16:13):
listeners into prospects,putting it all together.
Key takeaways the audiobookmarket will reach $35 billion by
2030.
This transformation in contentconsumption is here to stay.
People consume 67% more booksafter discovering audio formats.

(01:16:33):
It's expanding how we learn,not replacing traditional
reading.
Your clients are alreadyconverting dead time into
learning time.
Your content needs to meet themthere.
Remember, the goal isn'tselling audiobooks.
It's delivering your message inwhatever format works best for
your audience, whether they readit on paper, listen during

(01:16:54):
their commute or learn it fromtheir dog.
What matters is that theyengage with and understand your
expertise.
In the next chapter, we'llexplore how to leverage your
virtual speaking tour to turnpodcast appearances into a
steady stream of ideal prospects.
Chapter five the virtualspeaking tour your guest podcast

(01:17:16):
strategy.
You're sitting in your officesipping your morning coffee when
suddenly your phone lights upwith a notification.
It's an email from a potentialhigh net worth client who wants
to schedule a meeting with you.
But here's the thing you don'tknow who they are.
In fact, they are nowhere inyour CRM client relationship

(01:17:38):
management software to be found.
Intrigued, you schedule a Zoomcall for later that week as the
meeting begins.
You're in for a pleasantsurprise.
Not only did they listen to apodcast episode you were
recently a guest on, but they'velistened to it twice.
They've gone ahead andpurchased a copy of your book
and they've already read itcover to cover.

(01:17:59):
As the conversation unfolds, youfind yourself in a surreal
situation.
Instead of you giving yourusual pitch, they're the ones
telling you why they agree withyour approach.
They're recounting stories fromyour book and asking you if
you'd be able to take them on asa client.
You sit there almost stunned,as you realize this is even
better than most of thereferrals you get.

(01:18:21):
You don't need to do anyselling.
You simply need to be a goodlistener, ask thoughtful
questions and determine the bestnext steps.
The prospect is, in fact,pre-sold.
This isn't just a dreamscenario.
It's a real possibility whenyou leverage your book through
what I call the virtual speakingtour.

(01:18:41):
Sound too good to be true?
Well, let me tell you it's notonly possible.
It's exactly what should happento you when you implement this
strategy.
I've experienced this countlesstimes firsthand and I've seen
the same thing happen tofinancial professionals I've
worked with.
In this chapter, I'll show youhow you can leverage your newly

(01:19:02):
published book through a virtualspeaking tour to attract your
ideal clients, establishyourself as a thought leader and
grow your financial practice inways you never thought possible
.
The virtual speaking toursupercharging your book's reach
through strategic podcastguesting.
You've just poured your heartand soul into writing your book.

(01:19:24):
It's out there in the world,but now what?
How do you get it into thehands of the people who need it
most?
Enter the virtual speaking tour.
It's like the cool, tech savvycousin of the traditional book
tour.
Remember, those authors wouldjet set across the country
popping into bookstores forsignings and readings.
Well, we're taking that conceptand modernizing it for the

(01:19:45):
digital age.
Of course, if Oprah calls andwants you on her show, by all
means hop on that plane.
Some things are worth the jetlag.
Now let's clear up a commonmisconception right off the bat.
When I talk about a virtualspeaking tour, I'm not talking
about starting your own podcast.
That's a whole differentballgame.
No, what we're focusing on hereis you being a guest on other

(01:20:08):
people's podcasts.
It's about leveragingestablished shows with built-in
audiences who are already primedto hear from experts like you.
This approach is all aboutmaximizing your reach and impact
without the ongoing commitmentof running your own show.
But let's be clear this isn'tabout spray and pray.
We're not talking aboutappearing on any podcast that

(01:20:32):
will have you Nope.
This is precision marketing atits finest.
You're going to be targetingpodcasts that your dream clients
are already tuning into.
It's like fishing where thefish are, but in this case the
fish are your dream clients arealready tuning into.
It's like fishing where thefish are, but in this case the
fish are your ideal clients andthe podcasts are the ponds.
Think about it You'releveraging audiences that other

(01:20:53):
people have spent years building.
These podcast hosts havecultivated trust with their
listeners and when you show upas a guest, bringing your A game
and the insights from your book, you're tapping into that trust
.
And here's the beauty of it allWhile you're sharing your
expertise and connecting withpotential clients, you're also
creating a treasure trove ofcontent.

(01:21:15):
Each podcast appearance can berepurposed into blog posts,
social media content, emailnewsletters you name it.
It's the gift that keeps on.
Giving my first appearance onQuantum Growth for Financial
Advisors podcast, let me share astory that'll show you why a

(01:21:36):
virtual speaking tour can be anabsolute game changer.
It's early 2023, and I've justpublished the first edition of
the short book formula.
I'm pumped, but I know the realwork is just beginning.
I need to get this book infront of more eyeballs, and fast
.
So I came up with a planWebinars and guest podcasting,

(01:21:58):
both laser focused on spreadingthe word about my book to
financial professionals.
Now, both strategies worked.
But let me tell you the guestpodcasting, what I now call the
virtual speaking tour.
That's where the magic reallyhappened.
Here's where it gets reallygood.

(01:22:18):
I land a spot on the QuantumGrowth for Financial Advisors
podcast with Jonathan Cutton.
At first I thought, great,another chance to get my message
out to his audience offinancial advisors.
But boy was I in for a surprise.
Before we even hit record,jonathan shares something.
Interesting, turns out, he'snot just interested in my

(01:22:41):
expertise for his audience.
Interesting, turns out, he'snot just interested in my
expertise for his audience.
He wants to pick my brain aboutwriting his own book.
And then he starts filling mein on who he is.
He's the CEO of Cutton WealthManagement, a wealth management
firm that handles over $10billion in assets under
management.
He's a Barron's Hall of Fameadvisor and the number one

(01:23:03):
producer out of nearly 10,000advisors at Ameriprise.
Talk about a golden opportunityfalling right into my lap.
If I tried to cold call thisguy, I'd probably still be
waiting for a callback, butbecause I had my book as my
calling card and used it to landpodcast gigs, I found myself
having a one-on-one with one ofthe top dogs in the industry.

(01:23:24):
This single podcast appearanceled to massive opportunities for
me throughout 2023 and to thisday.
If marketing was this fun, you'dwant to do a lot more of it.
In my experience, I find thatbeing a guest on these podcasts
and talking about my book is oneof the most enjoyable ways to

(01:23:45):
market my company and build mypersonal brand.
Why?
Well, first, I get to spend 30minutes or more with someone who
is genuinely interested in me,asking thoughtful questions, has
done their research and isgiving me an opportunity and a
platform to tell my story andthe value that I bring.
That, in and of itself, isinherently satisfying.

(01:24:08):
All that time and energy youspent writing your book this is
one of the key ways it pays off.
You feel like a star.
It's not just about promotion.
It's about connection andvalidation.
You're having in-depthconversations about topics.
You're passionate about sharinginsights.
You've poured into your bookand engaging with hosts who are

(01:24:29):
truly interested in what youhave to say.
And let me tell you thisenthusiasm is contagious when
you're enjoying the conversation.
That energy comes through tothe listeners.
They can hear the passion inyour voice, the depth of your
knowledge, and it makes themwant to know more about you and
your work.

(01:24:50):
Plus, these podcast appearancesoften lead to unexpected
opportunities.
I can't tell you how many timesI've finished recording an
episode only to have the hostreach out afterward about
collaborating on other projectsor hiring me to help them write
their book.
Your book opens the door, butit's these genuine conversations
that build lasting professionalrelationships.

(01:25:12):
Remember, your ideal clientsare out there looking for
exactly what you offer.
By appearing on these podcasts,you're making it easier for
them to find you.
You're not interrupting theirday with a sales pitch.
You're providing value andinsights in a format they've
chosen to engage with, and whenthey hear you articulate the
ideas from your book, they'll beeager to learn more.

(01:25:34):
So don't think of your virtualspeaking tour as a marketing
chore.
Think of it as a series ofexciting opportunities to share
your passion, connect withlike-minded professionals and
yes attract those ideal clientswho are looking for exactly what
you offer.
Your book has given you the keyto this world of opportunities.

(01:25:55):
According to research, podcastlisteners tend to be highly
engaged.
Tend to be highly engaged.
Research shows that 80% ofpodcast listeners listen to all
or most of each episode,indicating they are likely to
hear a guest's full message.
Benefits of a virtual speakingtour One cost effective Think

(01:26:19):
about what it costs to speak ata conference.
Travel effective think aboutwhat it costs to speak at a
conference.
Travel, accommodation, timeaway from your practice.
Now compare that to sitting inyour office or heck your living
room and reaching potentiallythousands of listeners through a
podcast.
Two scalability With a physicalspeaking tour, you're limited by

(01:26:40):
geography and time.
With a virtual speaking tour,those limitations disappear.
You can be on a podcast in NewYork in the morning and one in
LA in the afternoon, all withoutleaving your desk.
And remember these episodeslive on.
People can discover them monthsor even years later.
Three content creation.

(01:27:03):
Here's a secret.
One podcast appearance can fuelyour content marketing for
weeks.
You can turn that episode intoblog posts, social media content
, email newsletters, you name itit's content creation on
steroids.
Repurpose your podcast contentacross all your marketing
channels for maximum impact.

(01:27:25):
Four SEO benefits Every podcastyou appear on is likely to link
back to your website.
This improves your searchengine optimization.
Seo, which is how Google andother search engines determine
where your website should rankin search results.
When multiple respectedwebsites link to yours, search

(01:27:46):
engines view your site as moreauthoritative and trustworthy,
helping you rank higher whenprospects search online.
Five brand building.
Each podcast appearance is anopportunity to reinforce your
personal brand.
You're not just sharinginformation.
You're telling your story,sharing your unique perspective

(01:28:07):
and connecting with listeners ona personal level.
This is how you build a brandthat resonates with your ideal
clients.
Six email marketing.
Use your podcast appearances asa reason to reach out to your
email list.
Share key insights from yourinterviews and invite your
subscribers to listen to thefull episode.

(01:28:27):
This keeps you top of mind withyour audience and provides
valuable content to yoursubscribers.
Seven networking.
Don't underestimate thenetworking opportunities that
come with podcast appearances.
Look for opportunities tocollaborate further with the
hosts.
These relationships can lead tovaluable partnerships and

(01:28:48):
referrals down the line.
When one plus one equals threethe authority multiplier effect.
Let me explain somethingcrucial about amplifying your
authority.
Your book represents thedistillation of your core
message, your key valueproposition, your unique
perspective and what you want tobe known for.

(01:29:10):
It's what attracts the rightclients to work with you.
This is where the virtualspeaking tour becomes
transformative.
I call this a one plus oneequals three activity, and
here's why.
First, there's the power ofauthorship.
Being an author carries uniqueweight in our culture.
It's on many people's bucketlists, but few actually do it.

(01:29:32):
Those who do earn instantrespect.
Then they're speaking.
As Jerry Seinfeld famouslyjoked, most people would rather
be in the casket than give theeulogy at a funeral.
Public speaking consistentlyranks as one of people's
greatest fears.
So when you're willing to stepup and share your message, it
commands attention.

(01:29:53):
But here's where the magichappens.
When you combine these twoauthority markers author and
speaker you create somethingmore powerful than either one
alone.
It's not just addition, it'smultiplication.
The synergy between your bookand your speaking creates an
authority multiplier effect.
This is why the virtualspeaking tour is so powerful.

(01:30:14):
It lets you leverage both formsof authority simultaneously,
amplifying your message toexactly the niche audiences you
want to serve when podcast hostsintroduce you as an author or,
better yet, best-selling author,you're instantly positioned as
someone worth listening to.
The result Listeners don't justhear your message.

(01:30:37):
They seek out your book,connect with your ideas and
ultimately reach out to workwith you.
Don't go it alone.
While there are enormousbenefits to embarking on a
virtual speaking tour andrepurposing that content into
your ongoing marketing efforts,getting on high-quality shows

(01:30:58):
that are relevant to your targetaudience can be a real
challenge if you try to go italone.
Sure, there are exceptions.
If you already know a podcasthost, you can reach out to them
directly.
Or if you have a connection whocan introduce you to a host,
that's fantastic.
But beyond these warmintroductions, you're swimming

(01:31:18):
in a sea of cold outreach, andlet me tell you that water can
be pretty chilly.
This is where working with aprofessional booking agency like
my company can be enormouslyhelpful.
We can help you navigate thisprocess seamlessly, leveraging
our established relationshipsand industry know-how to land

(01:31:39):
you spots on shows that matter.
And for our podcast bookingservices, we only work with
authors.
Why?
Because your book is yourpassport to success in the
podcasting world.
It's what sets you apart fromthe countless other guests vying
for that coveted spot.
But it's not just about gettingon these shows.

(01:31:59):
It's about turning thoseappearances into tangible
results.
Guest podcasting can beincredibly effective in
converting listeners intoscheduled appointments, but only
if you play it smart.
Here's a pro tip.
At the end of almost everypodcast episode, the host will
ask where can people find outmore about you?

(01:32:21):
This is your golden opportunityand you'd be amazed how many
people waste it.
If someone is stuck around tothe very end of the episode, you
can bet they're interested inthe topic and, more importantly,
in you.
The podcast host is essentiallygiving you a one-to-many
referral and you need tocapitalize on it.
Referral and you need tocapitalize on it.

(01:32:44):
That's why I recommend havingwhat I call a book-centric
website or landing page in place, as we discussed in Chapter 2.
You can see an example of thisat wwwtheshortbookformulacom.
When the host asks where peoplecan reach out or find more about
you, even if you have multiplewebsites, be very specific.
Say something like you can goto my website at

(01:33:07):
yourbookwebsitecom to get a freecopy of my book, including my
audio book.
And while you're there, if youwant to schedule time on my
calendar, you'll find mycalendar link there as well.
Here's why this works.
Not everyone will immediatelyschedule an appointment.
In fact, in my experience, Ifind that it's about a 50-50

(01:33:28):
split.
Half the people who end up onyour calendar will first listen
to or read your book, thenschedule.
The other half will scheduleright away without reading your
book.
By having one place for them togo that offers both pathways,
you're catering to both types ofpotential clients.
And the best part, this doesn'tcost you a cent.

(01:33:50):
If you check out my website,you'll see that you can deliver
a free version of your book tothem.
Remember, this isn't aboutroyalties.
It's about attracting idealclients to your message and,
ultimately, to you.
By leveraging this strategy,you're not just appearing on
podcasts.
You're creating a clear,compelling path for listeners to

(01:34:12):
become clients.
It's about making the most ofevery opportunity.
So if you already have yourbook and the idea of the virtual
speaking tour gets your heartracing in a good way, I'd love
to chat.
Reach out to me at paul atmoreclientsmorefuncom and we can
explore whether you're a goodcandidate for our services.

(01:34:36):
Putting it all together, thevirtual speaking tour can be a
game changer.
It's not just about gettingyour name out there.
It's about turbocharging yourinfluence, positioning yourself
as the go-to expert in yourfield and attracting high-value
clients who are pre-sold on whatyou're offering.
It can also be a contentcreation machine.

(01:34:56):
Each podcast appearance givesyou a goldmine of material you
can repurpose for your existingclients, prospects and email
list.
It's like getting multiplebangs for your buck.
Key takeaways One think of thevirtual speaking tour as your
book tour on steroids, minus thejet lag.
Two guest podcasting lets youpiggyback on someone else's

(01:35:18):
audience.
Two guest podcasting lets youpiggyback on someone else's
audience.
Talk about a shortcut.
Three your book is your VIPpass to the podcast party.
Don't leave home without it.
Four podcast guesting can bereally enjoyable and doesn't

(01:35:40):
take much time to prepare for,because you are going to be
speaking about your book content.
To prepare for, because you aregoing to be speaking about your
book content.
Five a book-centric website isyour secret weapon for
seamlessly turning listenersinto appointments.
Six working with a bookingagency is like having a
backstage pass to the best shows.
Rate yourself on a scale of oneto five one being yikes, not

(01:36:01):
ready and five being bring it on.
How do you stack up?
One I know my target audienceand their podcast habits like
the back of my hand.
Two I can talk about my book inmy sleep and make it
interesting.
Three I've got a killer bookcentric website ready to capture

(01:36:22):
leads.
Four I've got a killerbook-centric website ready to
capture leads.
Four I've got a game plan forrepurposing podcast content.
Five I can drop value bombs onpodcasts without giving away the
farm.
Tally it up, add up your scoresand see where you land.

(01:36:42):
21 to 25, you are a virtualspeaking tour, natural.
Now you just need a partner toget you booked on the right
podcasts.
11 to 20.
You're on the right track, butcould use some further guidance.
10 and below hey, don't sweatit.
Maybe public speaking isn'tyour thing.
If you scored 11 and above,we've got two options for you to
take advantage of.
One our virtual speaking tourbooking service.

(01:37:06):
We'll schedule you on multiplerelevant podcasts and help you
bring your A-game to eachappearance.
Two our authority acceleratorprogram.
This is the whole enchilada.
We'll not only book you onpodcasts, but also help you with
marketing and repurposing yourcontent.
In the next chapter, we'lldiscuss how you can use your

(01:37:26):
book to build relationships withcenters of influence and
generate an ongoing stream ofreferrals.
Chapter 6.
The Center of Influence COIStrategy Supercharging your
referral network.
I want to show you somethingfascinating about CPAs and

(01:37:47):
attorneys.
While most advisors struggle toget referrals from these
professionals, there's a simplestrategy that changes everything
inviting them to write yourbooks forward.
Think about it the forward setsthe tone for your entire book.
When a CPA or attorney writesit, they're not just making a
referral, they're putting theirprofessional reputation behind

(01:38:10):
your message and, as wediscussed in Chapter 1, with the
Benjamin Franklin effect, oncethey do you this favor, they
become even more invested inyour success.
It transforms them from casualreferral partners into true
advocates for your work.
Let me show you what this lookslike in practice.
One of our clients we'll callher Sarah, to protect her

(01:38:32):
privacy had a network of 10 CPAfirms.
Good relationships, but thereferrals were inconsistent.
Then she tried somethingdifferent.
She invited each CPA to write acustom forward.
A custom forward means everyCPA gets their own special
edition of the book.
If you work with 10 CPAs, youcreate 10 different versions of

(01:38:56):
your book, each one showcasing adifferent CPA's forward.
When they share it with clients, they're sharing their personal
edition, the one that openswith their own professional
insights and endorsement of you.
The results In just six months,sarah's referrals jumped 300%.
She gained 87 new high-valueclients.

(01:39:19):
But here's what's reallyinteresting.
This wasn't just about gettingmore referrals.
The entire relationship dynamicshifted.
These CPAs became activeadvocates for her practice.
And it all started with asimple insight People support a
world they help build, makingthe initial approach.

(01:39:39):
Before we identify who belongson your centers of influence
list, let me share somethingcrucial.
If you followed our innercircle strategy from chapter one
, you've already laid thegroundwork with these
professionals.
That early involvement makesthis next phase much more
natural.
Here's who we're targeting CPAswho work with your ideal client

(01:40:02):
profile estate planningattorneys, business law
specialists, property andcasualty agents.
Other professionals servingyour target market of times.

(01:40:24):
I wrote this book to help ourshared clients better understand
specific financial topic.
I thought you might find ituseful in your practice as well.
But instead of just giving thema copy you follow up with, I'd
love to create a custom versionof the book with your name on
the cover as the forward writer.
Would you be interested inwriting the foreword?
Let me break down why thisworks so well.
They instantly become moreinterested.

(01:40:46):
Their name on a book.
They'll actually read your book.
Nobody puts their name onsomething they haven't read.
They become invested in itssuccess.
They have ownership in themessage, the mass distribution
play.
Here's where this strategybecomes even more powerful Once

(01:41:06):
your COI has their customversion with their foreword.
Here's exactly what you say.
Now that you've written theforeword, what if we sent your
version of the book to all ofyour clients?
I'll cover the cost and you canwrite a letter introducing it
as a valuable resource you'resharing with them.
Think about what just happened.

(01:41:28):
You've turned one relationshipinto 1,000 touches.
The CPA is actively endorsingyou.
You're reaching their entireclient base.
It's a one-to-many referral.
Let me show you exactly howthis works in practice.
Here's the letter template thatone of our mostmany referral.
Let me show you exactly howthis works in practice.
Here's the letter template thatone of our most successful
advisors uses.
Here is one of the letters herCPA partner sent out to their

(01:41:50):
entire client base.
Dear valued client of AcornAccounting, we are thinking of
you outside of the normal taxseason.
As a valued client of AcornAccounting, we are always
looking for ways to enhance theservices we offer you and ensure
your financial well-being.
Today, I am excited tointroduce you to an exceptional

(01:42:10):
opportunity to elevate yourfinancial planning through our
collaboration with CornerstoneFinancial Advisors.
Cornerstone Financial Advisors,led by Sarah Thompson, is a
distinguished firm recognizedfor their excellence and
commitment to their clients.
They have been honored as aForbes Best in state wealth
management practice.

(01:42:31):
Why Cornerstone FinancialAdvisors?
Expertise and experience.
With a legacy of success and ateam of seasoned professionals,
cornerstone Financial Advisorsoffers unparalleled expertise in
wealth management and financialplanning.
Customized financial solutions.
Their tailored financialplanning approach provides

(01:42:53):
personalized strategies to meetyour unique financial goals and
needs, ensuring that everyaspect of your financial life is
addressed.
Proven track record.
Their recognition by FinancialTimes and Money Magazine speaks
volumes about their dedicationto excellence and the trust they
have earned from their clients.

(01:43:14):
What this means for you bycollaborating with Cornerstone
Financial Advisors, you willgain access to comprehensive
financial planning andinvestment strategies, advanced
wealth management services, adedicated team committed to
helping you achieve yourfinancial aspirations.
We believe that thispartnership will bring

(01:43:36):
tremendous value to you and weare confident that Cornerstone
Financial Advisors will providethe exceptional service and
results you deserve.
To learn more about howCornerstone Financial Advisors
can benefit you, we encourageyou to reach out directly to
Sarah Thompson.
She is excited to speak withour valued clients and can

(01:43:57):
provide more detailedinformation about their services
.
You can contact Sarah at SarahThompson, founder and CEO
Cornerstone Financial Advisors.
Phone 555-123-4567.
Email sarahthompson atcornerstonefacom.

(01:44:21):
When you contact Sarah, pleasemention that you're a valued
client of Acorn Accounting.
She'll be happy to schedule apersonalized consultation to
discuss your specific financialneeds and goals.
As an added bonus, we'repleased to provide you with a
complimentary copy of Sarah'sbook Building your Financial
Future A Comprehensive Guide toWealth Management.

(01:44:44):
You'll find my personalforeword in this special edition
highlighting how our firms worktogether to provide you with
comprehensive financial services.
Thank you for your continuedtrust in Acorn Accounting.
We look forward to helping youachieve greater financial
success through our partnershipwith Cornerstone Financial
Advisors.
Warm regards your name.

(01:45:06):
Managing Partner AcornAccounting Tracking success.
Here's what you need to measureBooks distributed through each
COI, consultation requests,conversion rates, referral
momentum, the hidden cost of notacting.

(01:45:26):
Let's look at what happens whenadvisors take a partial
approach to this strategy.
They might recognize itspotential, agree it makes
perfect sense, and then notimplement it.
Maybe they'll work with one ortwo COIs instead of 10.
Maybe they'll skip the customforward or, most commonly, they
put it on the perpetual somedaylist.

(01:45:47):
But here's the truth Someday isnot a day of the week.
The numbers tell a compellingstory about what this hesitation
actually costs.
Let's break it down step bystep.
Each COI typically has around500 qualified clients.
A well-executed campaignachieves a 3% to 5% response

(01:46:09):
rate.
That translates to 15 to 25qualified prospects per COI.
With a conservative 30%conversion rate, you're looking
at five to eight new clients atan average lifetime value of
$25,000 per client.
That's $125,000 to $200,000 innew revenue per COI.

(01:46:30):
Now multiply that by the numberof COIs you're not approaching.
If you're working with just twoCOIs instead of 10, you're
potentially leaving over amillion dollars in revenue on
the table.
And that's a conservativeestimate.
That doesn't account forreferrals these new clients
might generate.
This isn't just about lostopportunity.

(01:46:51):
It's about the compound effectof delaying action.
Every month you wait is anothermonth these relationships
aren't developing, another monththese prospects aren't
discovering you through theirtrusted advisors, and another
month your competition might bebuilding these relationships.
Instead.
Pulling it all together, let meshare something crucial about

(01:47:16):
what we've covered in thischapter.
This isn't just anothermarketing strategy.
Most advisors are stuck in theold way of doing COI marketing
building one-to-onerelationships and hoping for the
occasional referral.
But your book changeseverything.
Think about what we've builthere A system that turns casual
relationships into activepartnerships.

(01:47:37):
A strategy that puts CPAs andattorneys' names literally on
your book.
A process that transforms onerelationship into thousands of
touches.
A method that generatesconsistent, qualified referrals
month after month.
Remember Sarah's results 87 newhigh-value clients in six

(01:47:58):
months.
That wasn't luck.
It was the system, a system youcan implement in your practice,
starting today.
In the next chapter, we'll talkabout your path forward and how
to effectively implementeverything you've learned in
this book, because knowing thesestrategies is just the
beginning.
It's what you do with them thatmatters.
Chapter seven the path forward.

(01:48:22):
Imagine having six proven toolsthat could transform your book
into a client attraction machine, like a Swiss army knife.
Each tool is powerful on itsown, but when you master them
all, that's when everythingchanges.
The integrated approach.
Think of it this way Eachstrategy unlocks the power of

(01:48:45):
the next.
Your inner circle launch buildsyour foundation of social proof
and early advocates.
Your book website and Amazonpresence turn that momentum into
a lead generation system.
Your Amazon bestseller campaignleverages this initial support
for broader credibility.
Your audiobook expands yourreach to busy professionals.

(01:49:06):
Your podcast appearancesamplify your message to ideal
prospects.
Your COI program transforms allof this into systematic
referrals.
This isn't just a list ofrandom tactics.
Each strategy builds on andenhances what came before.
It's like compound interest foryour authority, each piece

(01:49:26):
making the others exponentiallymore powerful.
Your path forwardImplementation is everything.
Let me share something thatcompletely changed my approach
to teaching these strategies.
It's called the 70-20-10 rule,and I learned it from Ray Kelly
at Think2Perform.
Here's the reality check 70% ofsuccess comes from doing actual

(01:49:52):
implementation.
20% comes from coaching andmentoring.
10% comes from reading andstudying.
This book you're holding.
It's only 10% of the journey.
Don't get me wrong.
It's an essential 10%.
You need to understand thesestrategies before you can
implement them.
But reading about thesestrategies isn't enough.

(01:50:14):
You need to actually do them.
Let me share something I'velearned from working with close
to 500 advisors.
If these activities werealready in your comfort zone,
you'd probably be doing themalready.
These are new muscles.
You're building new systems.
You're implementing new ways ofthinking about your book's
potential.

(01:50:36):
Your two paths forward.
Let me be direct.
You've got two options.
Going it alone, can youimplement these strategies
yourself?
Absolutely.
I've given you the completeblueprint.
Every step is laid out in thesechapters.
If you're the type of personwho can take a plan and execute

(01:50:57):
it flawlessly.
This might be your path,working with a coach, but here's
what the data shows theadvisors who get the best
results fastest are the ones whoget help with that crucial 70%
the implementation phase.
Take Mark, one of our recentclients.
He tried implementing it on hisown for six months, only to

(01:51:20):
land two new clients.
In his first month working witha coach, he landed five.
Why?
Because he had someone showinghim exactly what to do next.
Overcome obstacles and hold himaccountable to execution.
This is why I created somethingI wish I had when I started the
book marketing coach program.
Think of it as your personalguide to implementing these

(01:51:43):
strategies, helping you avoidthe costly mistakes I see most
advisors make.
Every other week for six monthsyou'll meet with your coach
one-on-one via Zoom.
Here's exactly how they'llguide you.
Transform this blueprint intoyour personalized six-month
action plan.
Break down big strategies intoenergizing weekly wins.

(01:52:04):
Share insider tips andshortcuts from hundreds of
successful advisor launches.
Keep you on track andcelebrating progress even when
life gets busy.
Help you blast throughobstacles that stop most
advisors in their tracks.
Show you exactly what's workingand what's not through proven
metrics.
Fine-tune your approach basedon real-world results.

(01:52:27):
Let me be crystal clear yourcoach is your strategic
navigator, success catalyst andaccountability partner, not your
implementation team.
They bring the 20% coaching andmentoring that supercharges
your 70% implementation intoreal results, making your impact

(01:52:49):
.
Let me close with somethingpersonal.
When I wrote this book, I hadone goal in mind to help
financial advisors like youtransform their books from
passive marketing pieces intoactive client attraction systems
.
But as I've worked withhundreds of advisors
implementing these strategies,I've discovered something even
more important.

(01:53:09):
This isn't just about marketing, it's about impact.
Every time an advisorsuccessfully implements these
strategies, something remarkablehappens More people get access
to quality financial advice.
More families make betterdecisions about their future.
More professionals find theguidance they need.
More retirees get the supportthey deserve.

(01:53:32):
Your book has the potential tochange lives.
Think about it.
You've already done somethingextraordinary by writing it.
You've captured your expertise,your insights and your unique
approach to helping people withtheir finances.
Now it's time to get thatmessage to the people who need
it most.
A personal thank you.
I want to thank you forinvesting your time in reading

(01:53:56):
this book.
I know you're busy.
I know there are a thousandother things competing for your
attention.
The fact that you've made itthis far tells me something
important about you You'reserious about making a
difference.
You're not content with thestatus quo.
You want to stand out, to reachmore people, to make a bigger
impact, and that's exactly whatthese strategies can help you do

(01:54:19):
.
Your next chapter starts now,whether you choose to implement
these strategies on your own orwork with our team through the
Book Marketing Coach program.
I want you to know this.
I'm excited to see what you'llachieve.
I've watched advisors use theseexact strategies to transform
their practices, reach theirideal clients, build their

(01:54:43):
authority, create lasting impact.
The only question is what willyour success story look like?
Remember, this isn't the end.
It's just the beginning.
Your book is a powerful tooland now you have the blueprint
to use it effectively.
The strategies are proven.
The system works.
All that's left isimplementation.

(01:55:05):
If you'd like support inimplementing these strategies, I
invite you to reach out to medirectly at paul at more clients
, more funcom.
Let's discuss how we can helpyou turn your book into the
million dollar client attractionsystem it was meant to be.
Here's to your success and allthe lives you'll change through

(01:55:26):
your work.
Turn your book into themillion-dollar client attraction
system it was meant to be.
Here's to your success and toall the lives you'll change
through your work.
No-transcript.

All Episodes

Episode Transcript

Popular Podcasts

On Purpose with Jay Shetty

Dateline NBC

Stuff You Should Know

.css-15opob5{left:0;position:absolute;top:0.8rem;} All Episodes

.css-14f5ked{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:2;overflow:hidden;}084: [Audiobook] Book Marketing for Financial Advisors: Transform Your Book Into a Million-Dollar Client Attraction System by Paul G. McManus

Episode Transcript

Popular Podcasts

.css-r6mb8g{margin:0;word-break:break-word;display:-webkit-box;-webkit-box-orient:vertical;box-orient:vertical;-webkit-line-clamp:1;overflow:hidden;}On Purpose with Jay Shetty

Dateline NBC

Stuff You Should Know

All Episodes

084: [Audiobook] Book Marketing for Financial Advisors: Transform Your Book Into a Million-Dollar Client Attraction System by Paul G. McManus

On Purpose with Jay Shetty