You've Been Framed

CHAPTER 8 Building Your New Frame

Now that you know what your new frame is going to be—that is, you’ve defined your ideal clients, client needs, corporate solutions, professional network, and value statement in step 2 of the reframe process—you are ready to go about step 3: building your new frame (see Figure 8.1).

Figure 8.1 Reframe Step 3: Build Your Frame

Building the new frame includes three key elements:

1. Reframing your team
2. Reframing yourself as a leader
3. Reframing your marketing assets

Every successful and sustainable reframe includes each of these parts.

First, you want to know how to best design your team. It’s time to develop, build, adjust, tweak, and/or augment your team so you can deliver the wealth management services outlined in your new frame from step 2 of the reframing process.

The human capital is what is going to make your newly framed business “go.” Remember, you may think you’re in the wealth management business, but really, you’re in the human capital business that delivers wealth management. Your team is integral to the delivery of your value proposition.

You start with building your team first because your team has the potential to provide valuable contributions to the new marketing materials you’ll soon be creating, whether from a content, a design, or an administrative capacity. Your team is also likely to be featured in your marketing materials, ...