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Show Notes

Tired of wasting time and energy on leads that never convert? Ready to find your true target market and get serious about growth? In this episode of Marketing Matchmaker, I dive into a strategy with Amy to show her how to drill down the right prospects, create a lead magnet that will weed out those she doesn’t want to work with AND skyrocket her marketing results. Let’s take your business to the next level – listen now!

Connect with Amy Duncan

Website: www.teamduncanfinancial.com

LinkedIn: https://www.linkedin.com/in/amylduncan/

Want to Work with Jennifer and her Virtual Marketing Experts Team?

Are you a coach, consultant, or online course creator who are looking to grow your business, increase your income, and scale your impact? Connect with me at YourMarketingMatchmaker.com I look forward to hearing from you.

Jennifer Tamborski 

Hey there, welcome back to Marketing Matchmaker, I am having the best time with this podcast series of diving into my listeners and some of my networking partners, marketing strategies and where they’re struggling and how we might be able to pivot their business and help them to really generate those leads that you that they’re looking for and that you, the audience are looking for.

So today, I have Amy Duncan on the show, she is an approach… I love the way she puts her bio. She’s an approachable and compassionate CFP professional. She’s not your typical financial adviser, Amy’s organized process and warm approach, connect deeply with her clients to ensure their goals, their beliefs, their values, and what truly matters to them is brought to life in their financial plan. for over 20 years, Amy has helped by offering informed and objective advice, her team Duncan, financial improves people’s lives through successful planning and investing, you’re welcome to check out her links, I will have them in the show notes to connect with her. And Amy also has an exciting new project that she’s diving into in this coming year. And so that’s kind of where we’re going to start. So first, Amy, thank you so much for being on the show.

Amy Duncan 

Thanks, Jennifer, I’m super excited to talk to you today, you’re gonna be helpful and resourceful. For me, this is not my area of expertise.

Jennifer Tamborski 

So let’s start with a little bit of a description of kind of what it is you’re doing, who it is you’re trying to attract, and go from there.

Amy Duncan 

Yeah, absolutely. So we’re advice based, comprehensive financial planning team. And so who we are working with most often our couples, and my favorite are couples who are getting married a second time because they really are acutely aware of the fact that they need a plan around their finances, and better communication. And you know, I’m kind of the visionary person. So I have this idea of, you know, helping raise the collective consciousness, the vibration of the collective accomplishes consciousness, excuse me.

And so, how to do that in financial services seems like, wow, that’s not exactly what most financial advisors are, are. But that is my goal is for purpose driven prosperity, we’re not just collecting money and investing it for I don’t know, to see my charts and graphs change and get pretty, we’re doing it to try to affect people’s lives and make make them happier and more satisfied.

So when I’m working with clients, that’s, that’s what I’m really focused on is the meaning and purpose in their life, and it’s driving some of the projects I’m working on.

Jennifer Tamborski 

I love that because it’s true. I mean, especially, I love the fact that you’re so clear about who your ideal client is that it’s that couple, that has stepped into possibly a second marriage. And because they are more aware, I think of their what’s going on in their financial world. And so I think that is fabulous. So this year, you have a new project that you’re launching, tell me about that? Well, I’m

Amy Duncan 

Well, I’m calling it head heart and harmony. And what I’m envisioning, so I’m really in the baby steps. Although I am working a little bit on this with some some partners. What I’m envisioning is a series of self guided retreat experiences 90 minutes to two hours long, that couples can do maybe on a monthly basis, quarterly basis, that allows them to start building their own financial plan or the base, or at least the foundation of a financial plan together. And that has a component of their of their hearts and the practical head information.

Because I think a lot of advisors and a lot of financial planning revolves around those pie charts and graphs. And we’re missing out on the fact that there’s two hearts involved here. And so each of these mini retreats, I would say, would have a component that would satisfy each person in the relationship was really data driven and wants to get this plan cranked out. They love spreadsheets, maybe, and they really want to be financially focused. But then the other person’s being drugged there like they’re going to the dentist.

So that needs some like compassion and some understanding with one another, what their money story is all about how they learned to be who they are, when it comes to money. When you’re sitting at a car dealership, what the other person is thinking, I need the warranty or the other person is thinking I want to drive away with the red one today. A lot of times there’s just a real lack of awareness that there’s more than one way to think about money and so right. I mean couples up to that idea through an exercise or two that they can do on their own or something you know it is the vision for those those retreats.

Jennifer Tamborski 

I love the concept. They’re they’re really about opening up communication lines in, in a marriage or a relationship. But if your pre marriage kind of

Amy Duncan 

combining finances either way, yeah, either way.

Jennifer Tamborski 

Yeah, those and those are conversations that a lot of people don’t have. So,

Amy Duncan 

right, which is a parent, which is why 22% of divorces are money related.

Jennifer Tamborski 

Exactly, exactly. So when you’re thinking about, about the ideal client for this is it is this is it the same as who’s in your practice, those people that are going into their second marriage, or

Amy Duncan 

This is where I can use a little bit of help, because I know, when I speak about purpose driven prosperity and meaning and Money Story, to some degree that’s attracting, it’s not attracting the wrong client, but it’s attracting a lot of people, because that’s so unique in the industry. And what makes it challenging is that we’re primarily an investment firm, you know, we need to be working with clients who aren’t focused on debt consolidation, I love you know, debt, snowballs, and avalanches, and all those things. But we’re really needing to speak to the people that have already gotten through that. And they have the ability to save, it’s the higher income earning couple who wants to plug away for the future.

And the problem I’m seeing is, I don’t know how I don’t want this product to be only speaking, for scale purposes to work with us. I also want the more prosperous people to enjoy these experiences to I don’t know if I’m speaking to the wrong audience. But I feel like somehow, through this process, I’m gonna have to make the client self diagnose whether they’re ready to implement a plan with an advisor, or if they’re just at the phase of, hey, I need early breakaway debt, because I’m not going to be able to afford a financial planner, why should I be putting money towards a financial planner? I’m still paying off enormous student loans, you know,

Jennifer Tamborski 

Right? I think so. If we think about for most people, when we talk about funnels, and all of that kind of stuff, one of the key things that I talk to my clients often is what is it that they need to learn hear do or see in order to be ready to take the next step into your world? So this product could be that right? It could be that farm for what you know, for lack of a better term of bringing in those people that are financially interested, but need to get ready to step into your world.

Amy Duncan 

I hate ignoring so many. I don’t know unscrupulous people in our industry that it’s like you will have this supposedly discovery conversation with a potential client. And really, all you’re trying to discover is how many assets they have. And if you want to spend your time on them, and I hate that vibe, altogether, right. And I hate the fact that I can’t serve everyone. I can’t though, like so I so you’re exactly right, is I want the I want the retreats to have value for those regardless, and then maybe help them decide.

Okay, is debt our priority right now?

Because I understand I have so much compassion for the fact that that drives a lot of people to think they want a financial plan. Right. But the point the plan is just get that debt paid down, save and invest in for the future. So yeah, I think you’re probably right that this could could help. It definitely can reject a bunch of people,

Jennifer Tamborski 

you know, exactly. It’s kind of like a almost a pre qualification process.

Amy Duncan 

Yeah, I feel slimy like that. I want it to feel like I’m offering tons of value. But it’s not

Jennifer Tamborski 

I don’t I think I want to work on that. That thought process of of it being slimy prequalification isn’t slimy. Like, it’s, it’s necessary, and you are providing value to them. Like regardless this or just opening the lines of communication with your significant other around finances in general, is valuable.

Oh, so I definitely I definitely think we it can be a process of pre qualification on the other side of that we can also use it as more of a, when you think about the people that are ready to invest. What are they struggling with right now? Like what is what is the the thought process behind them? They have the money they know they should but what are they struggling with?

Amy Duncan 

Yeah, no, that’s it’s honestly it’s time and organization, they, especially younger and middle aged couples these days, they might have old 401 K’s from employers all over the place they are, they’ve got their own business, and they’re working really hard in it, and on it, and they just don’t have the time to get all these pieces together. And they feel this, their fear is that they’re missing out on the opportunities that are going to make them prosperous financially in the future.

And so they feel like time is slipping and, and they and they’re getting a little panic that they’re not where their things are, honestly, or that there’s all these boxes that aren’t being checked off on a to make them feel confident. And then so that sort those, that tactical piece. And then there’s this other piece where they just want somebody to ask for financial advice, like they don’t want to go to their mind out every time they have a question about money. And they want to talk to somebody who really knows their situation entirely so that they can feel like they’re getting tailored advice, like just, Hey, do I rent or lease a car? I’m sorry, do I buy or lease a car right now, in this interest rate environment? What’s the is this? You know, is this the right time to refinance? I know it’s not the rates are up, what do I do, you know, write something and just go through and house financial questions and get answers that they know they can trust.

Jennifer Tamborski 

So when we think about the program that you want to develop the retreats or or anything along that line, how’s it going to solve that problem for them, or at least get them to the point where they can feel like they have enough to fix that problem?

Amy Duncan 

Yeah, so I don’t know that that is that is where we’re at. This is why we’re talking. Because I love that you’re identifying this being a, like a self diagnosis, or like a filtering verb, I don’t know that the person who’s not ready for that is not going to be able to get advice from me, right.

But the person who identifies themselves through those are cheats, and they’ve created like, for example, one module might have them discussing their money story, maybe what was who taught them about money in their life, it was either the parents or grandparents, and how are the same and different there’s the heart piece, and then the head pieces together, they might create their net worth statement. And so then they see that their net worth statement is a positive number, then that would be an indicator that they might be ready to move forward with a relationship with an advisor.

And that relationship with an advisor, not only would help them invest their money, but it would help offer them that that outlet for advice. Now the person who has a negative net worth number is maybe going to recognize that that’s what they need to focus on. And so I do want to offer ideas, tools and suggestions for taking care of that problem. But there are two different problems.

Jennifer Tamborski 

Yeah. That being said, if you start the process at the top of like having the conversation and building that out, within the sequence, you know, within the email sequence, or the delivery sequence, however you’re doing that, you can also ask them questions about their net worth, like, is your net worth in the positive or negative and giving them advice, you know, on on what to do next.

But I think, I think what we want to focus on at least to get people in the door through this, this process, this retreat is going to be like, it has to be about where they’re at right now. Right? Because they’re, they’re really realistically, most people have I have a problem. When it comes to money. It’s, you know, very specific, but they can’t see beyond that. So we if we’re looking to bring in the people who have the the net worth to actually step into a financial advisor role, if that’s what you’re looking to do with this is to make it more of a lead generation source, then we need to speak to them directly, right, we need to speak to how they’re feeling right now.

They may not have a lot of debt, but they know they’re behind, in retirement, they know they’re behind in and it may have something to do with whatever in life has thrown at them, but they know that they’re not on the right track in order to hit those numbers. So you really want to focus in on that kind of messaging. If that’s the type of person you’re you’re going to attract it will still attract the people who are have a lot of debt because once you start talking about your behind everybody’s bad debt, right?

Amy Duncan 

Yeah, yes, you’re right. I think you’ve pinpointed what circumstance put them there. If it’s debt then I don’t want to ignore you. I want to help offer you tools and and these retreats are still good for you because you’re you’re enhancing the communication with your partner.

Jennifer Tamborski 

Right, right. Right, but honestly, it can still end up being they come in to you it just may be six months. 12 months down the road. Exactly.

Amy Duncan 

Let’s get you In a healthy position so that it is right for you. So I don’t, I don’t want to use it as a as I mean, as a marketing funnel into, I mean, how do you say that? I want I would like to fill the pipeline with people who have work to do and help them do it in a way within a scalable way. Or you’ve identified you’re at the spot now it’s time to have one on one.

Jennifer Tamborski 

Yeah, yeah. I think it’s really about dialing into that messaging that struggle of what is what is their biggest fear around their financials right now? Like, what is it that they’re, they’re really thinking about and struggling with right now, in order to take that next step? If they’re like me, yeah, if they’re, like me, it’s, it’s, it’s like, you’re behind, you feel like you’re behind like, you’re, you’re, you see, you see all of the people well, especially with social media, let’s be honest, and people lie on social media by it is very much a comparing yourself to the people that you you hang out with, right or see online. And, and, and you, you feel that, like, Okay, I don’t have enough retirement, I don’t like we can’t retire next year, or next month, or whatever that might be. And we’re ready to sit down and establish those goals, like really dial that in, so

Amy Duncan 

And the pressure is the resource of time, it’s slipping through the cracks. And we know we need time to get where we need to be, you know, we’ve only got our our energy, our time and our money and one of those out of whack,

Jennifer Tamborski 

Yep, you know, and that’s exactly it. So I think we really, we dial in that messaging for those. And I think you also I would my own again, this is my personal kind of, because I think I am one of your ideal clients for this process. You’re looking at that 40 ish range, like, that’s when people start feeling like, Oh, my God, I’m going to be 60 or even 50, or whatever. I mean, it’s got a time it’s just slipping. Our kids

Amy Duncan 

feel that daily. Right.

Jennifer Tamborski 

Exactly, exactly. I think it I think it really think it is when you hit like 40 ash that you’re looking at the just the sands in the hourglass.

Amy Duncan 

Yes. And you’re starting to, you have worked for 20 years. So you’re like, I don’t want to do this forever. I want to, maybe you do, but you want it to evolve to a place that feels purposeful and meaningful. And that all requires money, let’s be honest, it’d be great if all the purpose and meaning in the world could be driven without money. And there may be some Zen masters who say that it can. But for most of us, having that resource in line is going to sure boost that level of happiness. It’s proven.

Jennifer Tamborski 

Yeah, absolutely. And it’s about what like, I think this retreat kind of model is really about helping them understand what they want, like, what do you want your money to do for you? Yeah. Are you there? Now?

Amy Duncan 

Yeah, how do you want to employ the tool? So many people are stuck in giving money a personality? Right, it’s, it’s lording over you because of that pressure? You know, we need to get really comfortable with it just being a tool and how we’re, we’re employing it. Right. So yeah,

Jennifer Tamborski 

Yeah, I think I think that’s gonna be I think it’s really dialing in in that messaging, that’s gonna be the first key to that. And then I know that there are a lot of like, rules and regulations and things that go around advertising, when it comes to the financial industry

Amy Duncan

was regulated like doctors, you know,

Jennifer Tamborski 

right? Yes. Right. So whatever, whatever process you take to market it, you have to take it through your attorneys and all of that first to make sure that you’re not violating anything, but I think creating some kind of lead magnet to bring them into the retreats.

And it can be as simple as a quiz, right? Starting out with, you know, Are you financially ready for your next 20 years or you know, some some question like that, where you can get, and it’ll help in several ways.

One, it’ll help you to delineate where people are at before they go into the retreats. It’ll also help you to dial in the messaging for those people that are at the beginning, the middle or just you don’t even need the retreat. You just need to get on a phone call with me kind of thing.

Amy Duncan 

Yeah. I like that. That’s I hadn’t thought of that. I was almost thinking that the the lead magnet would be a shortened version of these exercises or something, but maybe that’s giving away the farm.

Jennifer Tamborski 

I think it is. So I think you the the biggest thing with a lead magnet is we need to create a gap right between. So if you give them too much of the retreat, then they’re coming back on, why do I need?

Why do I need this, okay?

But the quiz can actually give you like a complete overall, it’s beneficial to them because they can get a clear assessment of where they’re at right now. It’s beneficial to you, because you can see where people are coming in and where they’re at, and what type of value you can give them what type of, you know, maybe if they’re severely in debt, they need this long retreat, if they’re not so severely in debt, but they have a little bit of debt, maybe, but it’s very manageable kind of thing.

Maybe they just need the short retreat, like, you know, one or two of them, and then they’re ready to talk to you. And if they’re no debt and ready to go, maybe the retreat becomes more of a in person kind of interaction, or you know, rather than a, maybe it’s a conversation between the three of them, and you can do the same thing, like the same retreat type of material.

Amy Duncan 

No, that’s a great, I really appreciate that. I’m going to think about that. You know, it’d be really cool. I don’t know if it exists, but would be a an assessment, that lines right next to his and hers right now. Yeah. Because then you’re creating that tension between the partners two things this and I don’t really think that Oh, my God. And then there’s that self awareness that my husband, or my wife and I or partner and I aren’t on the same page?

Jennifer Tamborski 

Yeah. Yeah. And it’s definitely they can both take the quiz like it could be, because you are mostly attracting partners, married couples, the quiz can be set up so wife, husband, or partner A, Partner B, whatever you want to call it. And yeah, you can send them the same results like this is this is what you and your partner and let them discuss it. Because it’s going to be, it’s going to be a joint decision on whether or not they step into the retreat, it has to be because if one of them wants to do it, and the other one doesn’t.

It’s not going to, it’s not going to work.

And the whole point behind it isn’t going to work. But if they can see and compare it in a really comparative way, what how they feel about money, like some of the questions can be your mindset behind money, your mindset around your current finances so that they’re kind of weird opens talking points.

Amy Duncan 

I like that, who can we find, someone to help us build that?

Jennifer Tamborski 

Yeah. Yeah. I mean, that’s, that’s where we come in for people we can we can definitely but yeah, we you just, you work with either someone like me or another person out there that designs quizzes and can help you get that set up. Now, again, we also have to run it through law, things just to make sure that we’re within all of those boundaries, the regulations and stuff because that’s always

Amy Duncan 

boundaries that I wouldn’t. Yeah, no, no. And just so yeah, it’s yes or so regulated. But when you’re talking about really simple concepts, it’s generally pretty open. It’s me saying, I promise you’re gonna make 7% on your portfolio. This Year. Okay. Attractive, and you everybody needs to be in bonds. Yeah, I

Jennifer Tamborski 

mean, okay, good.

Amy Duncan

Cuz Yeah, this is assumptions or promising returns

Jennifer Tamborski 

Yeah, this is really just delineating where they’re at financially, like in their own mind, in their own relationship, it can be hugely, just the quiz alone, having the side by side of this is what I think this is what my spouse thinks, that can be hugely valuable to people without even the rest, like they may like, that’s, that’s an amazing piece of value in and of itself.

Amy Duncan 

Have you seen something like that before? Is that easy to build a side by side tool? Because you might have one of them at work just wanting to? I mean, we’d have to be yes. And like, if it’s just, you know, typically, I gotta be honest, it’s the woke ish kind of wife sup personal development oriented wife who’s initiating the process.

So I’m, when I have to be careful behind markets. Yes, it’s couples. But typically, it’s and this is typically it’s very general, I’m being generalizing. But typically, it’s coming to the woman who really is like, I need to plan I need to feel more secure. And a plan would make me feel more secure.

So might be them sitting at their, you know, taking their little 10 minute, you know, fisherman moment where they’re like, so I wanted to not exclude the people who didn’t have the partner there to take the quiz.

Jennifer Tamborski 

So I think yeah, so if I think what what what I would suggest is like the verbiage on the landing page of the quiz or whatever comes down to if you are a solo person, take this quiz. If you are a couple you take this quiz. Your spouse takes this quiz separately. You’II, you will get your answers and then you can compare them kind of language. Could we do it so that they take it at the same time? Yes. Are they going to take it at the same time? No, no, I right. Yeah, exactly. Like you said, the wife may be the one that takes it. And then she looks at her husband. It’s like you got it you like we just, I need to know where you’re at kind of thing and pushes.

Amy Duncan 

Yeah, so it needs to be like forwardable.

Jennifer Tamborski

Exactly. Which is simple.

Amy Duncan

That’s done, but not but not offer her results, because you want the results to be like, you don’t want him to know what she said before he said, right. Yeah. Hmm. That sounds like a hard, hard thing to put together. Certainly out of my hands. We think as business business owners, especially mid small to midsize businesses, which could be defined in so many ways. We think I can do that. I could do that. But should I do that? That one, I can tell you I should not.

Jennifer Tamborski 

It’s not as hard to put it? Well, obviously, this is what I do in my world. But the process isn’t as hard as you think. Because really what ends up happening is they take the quiz, the first email they get from you is an email that says hey, share this with your spouse and have them take this quiz on their own, your next email will be your results. And so the second email sends them the results. And that way they can forward the quiz to their spouse. Without that, and you can do it on the final thank you page, all of that kind of stuff, just so that they can forward that quiz to their significant other.

Amy Duncan 

Do you feel like some of that kind of thing? Because when you’re saying there’s something that’s a lot of follow up? Can that kind of thing be automated, completely automated?

Jennifer Tamborski 

It’s all completely automated. Yeah, we just, we set up the quiz using a quick there’s a million quiz platforms out there. But we set up a quiz using the quiz platform. That way, we’re not trying to build an app or anything like that, that’s where we’re at. Yeah, then the quiz platform only link to your email management service, whether that’s active campaign, or Infusionsoft, or whatever it is you use. And then all of the emails are just automated because they can autofill.

Like, we can set up the the automation, so they autofill. So that first email is really, you know, hey, this, then the second email goes to them with their answers. A third email is like, did you talk to your spouse? Have they taken the quiz yet? If not, here’s a reminder for them to take the quiz. And then you can dive into their like value for them, even if their spouse didn’t take the quiz.

So So yeah, all of that is going to be automated, and then it leads them over to the retreat to sell that or depending on their answers, like if

Amy Duncan 

I’m in exactly. Band brain explosion. Good. Jennifer, this is super helpful, because I hadn’t hadn’t thought of going the direction of a quiz. This is that, hey, your genius is showing up today.

Jennifer Tamborski 

I appreciate that. Called genius. I call myself a genius all the time, when I figure something out. I’m like, Oh, I’m a genius. So yes. appreciate it. So what are like, what a question, what other questions do you have around this?

Amy Duncan 

Well, you know, those I, in my business I hadn’t been taught prior, and I ended up being told by others who are on other types of businesses, like all these nurture sequencing campaigns, and these, I don’t have any of that, really, I’m gonna have I have one for my current marketing funnel.

But I’m realizing as you’re, as we’re talking that my marketing funnel isn’t pinpointing the problem, it’s trying to it’s, it’s telling them there’s a problem and then solving it. And that’s not a good, that’s not that’s not great.

Jennifer Tamborski 

Yeah, that’s not, that’s if you’re solving the problem, what do they need you for?

Amy Duncan 

Yeah, I guess I’m not solving the problem. But I’m telling them more about the problem and why it’s a problem in our industry. And that’s not really helping them create the problem in their household. So yeah, so I can definitely see where that needs work.

And and it’s, you know, five, six years old. So I don’t actively this is all these problems is like you have all these beautiful tools. But if I’m not actively driving people to the funnel, it’s just not working. So I’m broken stuff going on here.

Jennifer Tamborski 

I think that’s a way a lot of business owners, especially those that do most of their business via referral, which I think is right, it’s,

Amy Duncan 

that’s exactly who that’s exactly who’s coming to us. And that can be that can be good or bad because as you know, I’m not going to take my most valued client and they give me a referral that’s a little off. I’m not going to say no and so then I ended up with a book of business of people who love the people I love but that don’t necessarily aren’t quite ready for where we are.

That’s where the, that’s where the hole is. But that’s where we’re leaking is I don’t, I don’t want to disrespect the person who gave me the referral or the referral, I want to offer them some value. And our discovery experience does that. But then if you’re not right for us, then you’re going to left on your own until you come back again.

Jennifer Tamborski 

And that’s where the retreat comes in my friend, right? Like, that’s your down sell of, you know, for lack of better terms. If they’re not ready to step into being you know, a partner with you in the business, then you can offer them the retreat as a secondary option.

Amy Duncan 

Yeah. And then I guess, then the I guess the question is, of course, like, keep going, how do you how do you learn how to price that the downside? I don’t want it to be, you know, out of reach for people. But I’d also like it to be maybe it sounds like if we can set it up to be pretty automated, then it could be a stream of income for me.

Jennifer Tamborski

Yeah, absolutely.

Amy Duncan

And so I don’t, I don’t know how to price those kind of things. So what do you do? What do you do?

Jennifer Tamborski 

First, we start looking at industry and whether or not there’s anything, even remotely like this in the industry? And if they’re not, then we look at other coaching programs, because that’s basically what this would be right? Like, it’s, it would be a course for lack of a better term for that.

Amy Duncan 

Right? I’m just calling it a retreat, because I think it’s sexier to candle and play some soft music while we talk about money. So we’re not feeling like we’re right. Exactly. Exactly. Date not a you know, not a terrible conversation.

Jennifer Tamborski 

Exactly. So. So pricing would then come down to looking at those money mindset coaches, and the auto kind of courses that they have available, looking at their pricing, and also looking at the value that you’re going to deliver.

So it’s it’s a little of both, you don’t want to overprice like, you don’t want to price yourself out of a market. And while we want to make it affordable, we also need to make it valuable enough that they’re going to do it. Okay. That’s the price point. Like if they’re going to invest, people, like if we go, okay, just do $97 People that do a 97, buy a $97 course put it on the shelf. Again, yeah, there has to be skin in the game.

Because the whole point of this is, so that they can get to the next step in their life, whether it’s working with you or going someplace else, or just getting on a debt, it’s really about getting them the next step in their life. So we want them to have enough skin in the game, that they’re going to do it.

Amy Duncan 

I visualize as you’re saying this, and I have thought prior about this, you know that there are it could look it you can go two ways you could do monthly subscription to this, we have a monthly money huddle or money date right there, you know, and or you could do a series of five classes, and you can purchase the each module individually for X dollars, or you could buy them all for X dollars. But either way, this feels like an entirely separate business. And I would have to be automated,

Jennifer Tamborski 

it would be automate Yeah.

Amy Duncan 

Then you’d have to continually communicate to them so that even if, unless they opted out, of course, either, even if like three years down the road, they feel like, Oh, we’re finally ready. Here we are. Amy, let’s sit down and talk.

Jennifer Tamborski 

Yeah, yeah. And so it is kind of a separate business. And like it is it’s a secondary stream of income and can be a really great way to bring in that my coach calls it pillow money, right? While You Sleep money that comes in while you sleep. So yeah, I’ll take that it could be a fight yet fantastic way to do that. It can be completely automated. I don’t know that. It’s a completely separate business, though. Because it is your funnel, like it’s just another step in your funnel, that eventually hopefully, these people will come into being a client down the road, it may be six months, it may be three years, it’s whatever wherever they were, when they came in, will help you determine that.

Amy Duncan 

I know that this is right, because it feels scary and exciting. Like that feels scary. Why? One of the reasons it feels scary is because I am so busy. I hate that mantra, like I’m so busy. But you know, like I am like I’ve got quite a robust book of clients, right. So, when you think about this as a big picture I guess I’m curious, like if this isn’t the appropriate place to ask, let me know but like, how much is this gonna cost me to build this? Is this going to be a $20,000 investment to get this secondary business going and how..

Jennifer Tamborski 

Not necessarily. It depends on like there’s a whole lot of pieces that we’d have to determine before I could give you an excellent X an accurate pricing on that kind of thing. Um, but not necessarily. It could be somewhere between five and 10k. It could be you know, less than that.

It all just depends on what pieces that you want someone else to do what pieces you want to take on yourself, the biggest determining factor is going to be your time in order to record whatever the retreat is, or whatever those retreat products like, you’re going to have to be able to invest that time.

Amy Duncan 

Okay. So yeah, yeah, all that time, I was wishing I could clone myself. One of us be the creative idea of visionary inspiration person.

Jennifer Tamborski 

There’s absolutely that ability when it comes to the leads the quiz, all of those kinds of things, but the actual like, Hey, your course piece of it? I’m, I’m, I don’t know enough about your industry to help you do a course or so yeah, I mean, that’s, that’s kind of the way that we, we’d look at that.

But yeah, it’s it’s definitely doable. If nothing else, even if this course that you wait, you know, till you have a little bit more bandwidth, the quiz to get people in the door, I think is going to be incredibly useful for you. Because you even for those people that are referring people to you, you could send them a quick, the quiz like the referral say,

Hey, before we get on the call, I need you and your your spouse, or if it’s just one person to take this quiz. So I know where you’re at, before we can even have a phone call.

And that’ll give you a whole different perspective of of who you’re getting on calls with.

Amy Duncan 

So you see that then, as we’re mapping this out, you see that is step one. Yeah, I guess you could do the quiz as the funnel itself. Yeah. And then just for the people, I’m trying to then take the next step. And yeah, so because it’s okay,

Jennifer Tamborski 

The quiz itself, I think is step one, I think that’s going to be your biggest issue, the biggest bang for your buck, you get to weed out the people that aren’t a fit for you. Because even for those clients that like you love, and the person goes through a quiz, and they’re not a fit to work with you, you can still get on a call with them and say, You know what, you’re not quite ready for XYZ. If you have the quiz great, or the course great, you can sell that to them. If you don’t, you can find another financial advisor that might be a better fit, or another suggestion, refer them out. So they’re not quite, you know, if they’re not ready for you, then you’re not spending hours trying to get that information on Discovery calls and all of that kind of stuff.

Amy Duncan 

Yeah, I mean, our discovery call is so value packed, but it’s 90 minutes long, right? I mean, and I have, it doesn’t happen all the time. But I have those conversations with people, you can tell in the first five minutes, it’s not a fit, but I’m just not made up of the rudeness to not give them what

Jennifer Tamborski 

Yeah. Well, and the other thing is you can sell the discovery call because it is so value packed. Right? So if someone is in debt, and you know, like they’ve taken the quiz, and neither them nor their spouse have the money, the financial bandwidth to invest. Maybe that 90 minute discover call is your retreat. Maybe that’s yeah, hey, whatever X amount of dollars, 1500 $20,000, whatever that is that, you know,

Amy Duncan 

$3,000 in debt, can you pay $20,000 journey? I know.

Jennifer Tamborski 

But yeah, whatever the the amount is, for that 90 minute call, and you know, going into that, that this is the conversation you need to have with them, you need to get ready to start paying down their debt to start, quite frankly, that’s still going to be a funnel, right? Because if you’ve given them all the tools and that 90 minute call to go off and do it on their own, they’re going to come back. Good, huh?

Amy Duncan 

Are we implying that the retreats not necessary,

Jennifer Tamborski 

It may not be all how you want to work that if if if you I love the idea of the retreat, and it can be done, but if you don’t have the bandwidth to create it right now, this is an alternative.

Amy Duncan 

I love that because I don’t, but I want, but maybe in the interim we build a quiz, we and I let that I’ve never thought of charging for the discovery experience, but maybe a few filters yourself as in Category B, you can have that to help launch you on the process of creating your own plan, then I’ve not been a dick both ways. You know?

Jennifer Tamborski 

Exactly. You’ve made your long term client who loves you happy because you’ve given this referral. Lots and lots of value. They just weren’t ready yet. And everybody’s happy. It’s all win win win for everybody.

Amy Duncan 

Yeah. You’re saying that that? I mean, you really think that like, it sounds like valuable?

Jennifer Tamborski 

Yeah. Oh, absolutely. I down with someone for 90 minutes to tell me, You know what to do in order to to get my finances under control? I would totally pay for that

Amy Duncan 

We have two service models, right, because we’re an investment firm and I work with my husband, which is so attractive to the couple because we’re working with Exactly, yeah. And he is the He’s everything you expect in a financial advisor, he is building the portfolios he’s doing. So we have a sleeve of clients who just hire us for for that and aren’t by space comprehensive planning clients, they were excellent together for the right client.

But we have a sleeve of clients that we were referred, and they have small accounts, and that’s okay. But maybe those folks are also candidates for this because you are managing your money, but you do, you do want my time as a financial planner, but I can’t give it to you because I’ve got to work on the higher net worth paper, which makes me look kind of pukey. I don’t like that. But it’s the truth.

Jennifer Tamborski 

You also have the ability to have an advice-based side business side hustle, right where they are, they maybe not, maybe they’re not ready to invest. They don’t have the financial bandwidth to invest, but they need somebody. So it turns into more of a coaching kind of consulting type of thing. But people are paying for those services, rather than you giving them for free.

So yeah, at all, it all just depends on how you want to work that along the way you can build out this course. Right? As you have bandwidth, you can, you know, month one, you sit down and you’re like, Okay, retreat, ABC needs to be done. And you work on that. And then you just start building it out as you go along. So that at some point, you can turn this all automated.

Amy Duncan 

Yeah, no, this is super helpful. I’ve gotten lots of think about scrape perspective. Thank you.

Jennifer Tamborski 

You are very welcome. I have had so much fun today. This is my favorite part of my business, honestly, it’s doing these kinds of things. So I appreciate you coming on and being so vulnerable about your business and where it’s sitting and your marketing. And having this conversation with me.

Amy Duncan 

Part of it being on the call Hey, thanks for inviting me anytime you need to talk. For free. I love it. I know there’s I know, there’s more behind that. And you’ll certainly be hearing from me after I digest.

Jennifer Tamborski 

I appreciate that as well. For all of you out there that feel in the same position that Amy is where you’ve got an idea, but you’re not sure what to do next, I have the solution for you head over to yourmarketingmatchmaker.com and sign up for one of these free strategy session. The only requirement is you have to be willing to go live on air with other people knowing what your problem is. But if you’re willing to do that, I’m willing to invest my time in helping you grow your business, increase your income, and scale your impact. We’ll see you next week.

OUTRO: Thank you for listening to the marketing matchmaker podcast. If you enjoyed this episode, I would love to hear your feedback. Please head over to Apple iTunes and leave a review so we can hear from you. And if you are a coach, consultant or online course creator who are looking to grow your business, increase your income and scale your impact. Connect with me at your marketing matchmaker.com I look forward to hearing from you.