Refining Your Unique Value Proposition with Eric Clarke

The Model FA

Eric Clarke is the Founder and CEO of Orion Advisor Solutions, an organization that helps advisory professionals operationalize their vision for success by delivering cutting-edge financial technology and investment management solutions. Eric is an advocate for fiduciary advisory professionals and has written several articles for InvestmentsNews and The Journal of Financial Planning. A highly-regarded thought leader in the industry, Eric has received various awards, including ThinkAdvisor’s IA25 in 2012 and 2019 and InvestmentNews’s Icon & Innovators Award in 2019. Before founding Orion, Eric served as the Chief Operations Officer for CLS Investments from 1999 to 2006.

Eric joins me today to discuss the four pillars financial advisors should build to set themselves apart. He shares the history of Orion and how the company was born out of Eric’s frustration with finding the right RIA technology. He describes what makes a powerful value proposition and explains why advisors should focus on creating an impactful brand experience for clients. He also highlights the power of habits and discipline, discusses the value of listening to feedback, and underscores why any business owner should think about their “why.”

“Figuring out the exact market you’re going to serve is critical to success and refining your value proposition.” - Eric Clarke

This week on The Model FA Podcast:

• The founding of Orion and the challenges the company faced in the early days
• How Orion dealt with financial advisors’ reluctance to adopt financial services technology
• Eric’s advice for entrepreneurial advisors who want to build their own businesses
• The importance of listening to market and client feedback
• The power of habits and how to maintain work-life balance while growing a company
• How financial advisors can differentiate their value proposition in the marketplace
• The impact of building a unique brand experience
• Niching down and why financial advisors need to identify the market they want to serve
• What strategic alignment is
• Different ways financial advisors can leverage technology to prospect clients
• The Traction model and the give-to-get prospecting method

Resources Mentioned:

• Book: Brand Harmony: Achieving Dynamic Results by Orchestrating Your Customer’s Total Experience by Steve Yastrow
• Book: Traction: Get a Grip on Your Business by Gino Wickman
• Book: The Art of the Start: The Time-Tested, Battle-Hardened Guide for Anyone Starting Anything by Guy Kawasaki

Our Favorite Quotes:

• “Prospect, plan, invest, and achieve. Those are the four strategic pillars advisors need to differentiate their value proposition.” - Eric Clarke
• “Advisors can set themselves apart through the experience component of their relationship with clients.” - David DeCelle
• “Your target market determines everything else about your business, branding, and marketing strategy.” - David DeCelle

Connect with Eric Clarke:

• Orion Advisor Tech
• Orion Advisor Tech on LinkedIn
• Orion Advisor Tech on Instagram
• Orion Advisor Tech on Facebook
• Orion Advisor Tech on Twitter
• Eric Clarke on LinkedIn
• Email: [e-mail]

About the Model FA Podcast

The Model FA podcast is a show for fiduciary financial advisors. In each episode, our host David DeCelle sits down with industry experts, strategic thinkers, and advisors to explore what it takes to build a successful practice — and have an abundant life in the process. We believe in continuous learning, tactical advice, and strategies that work — no “gotchas” or BS. Join us to hear stories from successful financial advisors, get actionable ideas from experts, and re-discover your drive to build the practice of your dreams.

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Our Team:

President of Model FA, David DeCelle

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