If you embrace and act on what I’m sharing into day’s DEEmail, it could be a game-changer for you, so please read it carefully and think about it deeply.

My good friend, and superstar financial advisor Don Quante, created a multi-million dollar per year business focusing on long-term care even though those clients typically don’t produce the highest commissions.

So why did Don choose to do this?

First and foremost, he is passionate about long-term care because of a personal experience he has. As an aside, he developed a compelling origin story he uses in his one-to-many sales presentations. It’s “compelling” because it comes from his heart and is deeply personal.

Second, Don knew that folks who could afford long-term care planning had money and would be excellent prospects for additional financial solutions he offered.

Because he is genuinely the country’s leading expert on the topic and a top-notch salesperson who his clients like and trust, they would refer business to him and ask him to help them in other areas of financial planning.

I call this “backdoor marketing.”

You determine who your best prospective clients are and then attract them with a service or topic they are intensely interested in and different from what most of your competition is offering. You then provide the service and offer additional, more profitable services.

Please note that this is not the same as “bait and switch” marketing. Instead, just like the “dementia” seminars I spoke about in Monday’s DEEmail, you are providing a valuable service your prospects desire, which leads to even greater opportunities.

No, this is not marketing 101. It can’t be templated. You need to think about it, but it could quite literally change your business life forever if you crack the code.

Kick butt, make mucho DEEnero!

Dave “Advanced Concepts” Dee