Balancing the demands of providing top-tier financial advice while also marketing your business is why so many financial advisors struggle. Mastering your craft takes years of dedication, but effectively reaching and engaging with potential clients requires a whole different set of skills—skills that many advisors find challenging to develop alongside their primary focus. That’s where Lux Sales Consulting comes in with their SLS Framework. In this interview, we’re excited to share the success story of Yancey, an independent financial advisor who, with our guidance, has transformed his business and created a predictable system for attracting and converting ideal clients.
Bilal Malas: Hello everyone, I’m Bilal Malas, Head of Client Success and Partner at Lux Sales Consulting. Today, I’m thrilled to be joined by Yancey Yancey, an independent financial advisor and a valued client of ours. Yancey has been working with us, and in that time, he’s been able to build a pipeline of ideal clients, generating 12 to 16 appointments per month. So far, he’s closed $7,500 in commissions through IULs, helping one of his ideal clients. What’s truly impressive is that Yancey now has a predictable way to generate these appointments, and he has more lined up for the coming weeks and months. Today, we’re going to delve into how he achieved this and what his journey has been like. Yancey, thanks for joining me today. Could you please introduce yourself, share where you’re from, and what you specialize in?
Yancey: Thank you, Bilal, for having me. My name is Yancey Yancey, and I’m based in Beaumont, Texas. I’m an independent financial advisor, and I specialize in helping senior professionals create tax-efficient retirement plans for themselves and their families. Additionally, I work with them to preserve their assets long-term for the next generation.
Bilal: Fantastic, Yancey. You’ve been in the industry for quite some time now—nearly seven years, if I’m correct. Could you share how things were before you started working with us and what led you to seek out the SLS framework?
Yancey: That’s a great question. In terms of training and skill set, my previous company provided tremendous support, so that was never the issue. The real challenge was finding and engaging with the ideal clients consistently. Before working with the SLS framework, I tried various lead generation services, but they were unpredictable. There wasn’t a solid system in place, so the results were inconsistent. It required a lot of work, but without the predictability or a clear direction, it was more of a random process.
Bilal: I remember when we first started working together, there was a lack of certainty in generating those ideal client appointments. Now, with the SLS framework, you’ve been able to refine your niche and generate three to four ideal client appointments weekly. How has this journey been for you, and how much more confident do you feel about your business’s future?
Yancey: I really thank God for the SLS framework. It opened my eyes to the importance of having a niche and a system in place. The SLS framework isn’t just another service; it allows you to create and nurture your own market in a predictable way. One of the first things I did was revisit my existing clients to see how many of them were actually ideal. I was surprised to find that 95% of them were not. That realization prompted me to change how I approached my business.
With the SLS framework, I now have a system and the tools to systematically build my ideal client base. Every morning, I wake up knowing exactly what I need to do to meet my goals, whether it’s increasing my outreach or adjusting my time management. The framework has given me confidence and clarity, something I didn’t have before.
Bilal:I noticed that your Discovery Calls, which we call those initial meetings with ideal clients, have become more effective. You seem to have more confidence, and there’s less back-and-forth or convincing required. How has this been different from what you were used to, especially considering these are cold leads and not referrals?
Yancey: The Discovery Calls have been a game-changer. Initially, I was skeptical—wondering what I could accomplish in just 15 minutes. But because I had a clear understanding of my goals and the services I offer, I could quickly determine if a client was a good fit. Sometimes, within 5-10 minutes, I knew whether we could work together or not. It saved me a lot of time and effort. For example, I recently had a call with a gentleman here in Texas, and within a few minutes, we scheduled a follow-up because it was clear we were a good match. This was something new for me, and it has made a huge difference in how I manage my time and resources.
Bilal: That’s incredible. Given your experience, what would you say to an independent financial advisor who is on the fence about joining the SLS framework?
Yancey: I would first suggest they ask themselves if they truly have an ideal client in mind and what that client looks like. Then, they should review their current book of business to see how many of those clients fit that ideal profile. If they find that many of their clients aren’t ideal, then the SLS framework is the right solution for them. It allows you to create your ideal market in a predictable way. That’s invaluable.
Bilal: Absolutely. Yancey, I want to commend you for the amazing work you’ve put in. Your success wouldn’t have been possible without the right mindset, and that’s exactly what you’ve demonstrated. Investing in yourself is crucial, but having the mindset of a winner, knowing you’ll do whatever it takes to get results, is what truly sets you apart. Thank you for joining me today and sharing your journey.
Yancey: Thank you, Bilal. I appreciate the opportunity to share my experience.
Bilal: You’re welcome, Yancey. I wish you continued success and growth in your business!
Yancey’s journey is a testament to the impact that the right support and systems can have on a financial advisor’s business. By partnering with Lux Sales Consulting, Yancey was able to streamline his client acquisition process, ensuring a steady flow of ideal clients while allowing him to focus on what he does best—providing expert financial advice. His success story underscores the importance of having a reliable framework in place to handle the complexities of marketing and lead generation. If you’re a financial advisor struggling to balance these demands, Yancey’s experience shows that with the right guidance, you too can achieve predictable growth and long-term success.
