{"id":3013,"date":"2019-03-14T23:36:54","date_gmt":"2019-03-15T04:36:54","guid":{"rendered":"https:\/\/www.rixtrema.com\/blog\/?p=3013"},"modified":"2021-08-25T12:12:49","modified_gmt":"2021-08-25T17:12:49","slug":"11-client-acquisition-tips-for-financial-advisors","status":"publish","type":"post","link":"https:\/\/rixtrema.com\/blog\/11-client-acquisition-tips-for-financial-advisors\/","title":{"rendered":"11 Client Acquisition Tips for Financial Advisors"},"content":{"rendered":"\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<ol class=\"wp-block-list\"><li><strong><a href=\"#anc1\">Blog, blog, blog<\/a><\/strong><\/li><li><strong><a href=\"#anc2\">Be Original<\/a><\/strong><\/li><li><strong><a href=\"#anc3\">Having a Target Market Makes you Memorable!<\/a><\/strong><\/li><li><strong><a href=\"#anc4\">A Bit of Networking can go a Long Way<\/a><\/strong><\/li><li><strong><a href=\"#anc5\">Know Your Numbers<\/a><\/strong><\/li><li><strong><a href=\"#anc6\">Modernize<\/a><\/strong><\/li><li><strong><a href=\"#anc7\">Improvise<\/a><\/strong><\/li><li><strong><a href=\"#anc8\">Hold a Free Seminar or Event<\/a><\/strong><\/li><li><strong><a href=\"#anc9\">Arm Yourself with a Good CRM<\/a><\/strong><\/li><li><strong><a href=\"#anc10\">Build a Marketing Strategy Around Life Events<\/a><\/strong><\/li><li><strong><a href=\"#anc11\">Use an Unorthodox Approach with the Prospects of Wealth 2.0 Online Tool<\/a><\/strong><\/li><\/ol>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<script src=\"https:\/\/platform.linkedin.com\/in.js\" type=\"text\/javascript\"> lang: en_US<\/script>\n<script type=\"IN\/FollowCompany\" data-id=\"1334326\" data-counter=\"bottom\"><\/script>\n\n\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">Here are some smart, innovative ideas and suggestions from experts to get in front of your target audience and bring in some new clients<a id=\"anc1\"><\/a>:<\/span><\/p>\n<p><\/p>\n<h2 style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><strong>Blog, blog, blog<\/strong><\/span><\/h2>\n<p><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">There is no better place to start finding new clients than your own online content. If it is not clear, I am talking about blogging. Even though blogging takes time, if you do it consistently for many months, it will pay back in the currency of new clients, wider reach and a social profile of the expert on various questions related to finance. Being viewed as an expert is a very attractive position to be in since people are looking for professional advise all the time. Writing a blog on your own website and for different financial magazines help you to reach out to many hundreds, even thousands of prospects who will start to follow you if they like your content. These are potential prospects who may reach out to you one day. Try starting your blog if you do not have one and see how it will propel your business to new heights.<a id=\"anc2\"><\/a><\/span><\/p>\n<p><\/p>\n<h2 style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><strong>Be Original<\/strong><\/span><\/h2>\n<p><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">Distinguishing yourself from the crowd is invaluable when it comes to gaining new clients. You need to be able to stand out and show a client that your services are better than the rest. This could mean having one particular niche that you specialize in or even some specialized software tools. For example, you could try to specialize in younger clients with a large investment horizon, building portfolios meant for long-term growth. You could even go the other route and help those reaching retirement soon to continue to protect their savings. Utilizing powerful risk methodology could be what helps you stand out to these investors to prove to them that you are right for the job, whatever it may be.<a id=\"anc3\"><\/a><\/span><\/p>\n<p><\/p>\n<h2 style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><strong>Having a Target Market Makes you Memorable!<\/strong><\/span><\/h2>\n<p><\/p>\n<p style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><span style=\"font-weight: 400;\">By identifying a target market you will be better able to find new clients and significantly improve the effectiveness of your prospecting. You will need to build a Target Client Profile that includes both demographic and psychographic details. Begin by making a list of attributes you admire about your favorite clients. What is it about them that makes it a pleasure to serve them?(<\/span><a style=\"color: #000000;\" href=\"https:\/\/www.prosperitycoaching.biz\/financial-advisor-success-strategies\/\"><span style=\"font-weight: 400;\">source<\/span><\/a><span style=\"font-weight: 400;\">)<\/span><\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">Identify the following: <\/span><\/p>\n<ul style=\"text-align: justify;\">\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> Their socio-economic group<\/span><\/li>\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> Their geographical location <\/span><\/li>\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> Gender <\/span><\/li>\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> Age <\/span><\/li>\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> Education <\/span><\/li>\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> Income<\/span><\/li>\n<li><span style=\"color: #000000; font-size: 16px;\">Profession <\/span><\/li>\n<\/ul>\n<p style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\">Other factors to identify:<\/span><\/p>\n<ul style=\"text-align: justify;\">\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> Are they executives with assets in non-qualified plans?<\/span><\/li>\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> Are they business owners with a need for a 401(k) plan? <\/span><\/li>\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> If a business owner, what type of industry? <\/span><\/li>\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> Are they professionals with 401k\u2019s who need rollover assistance?<\/span><\/li>\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> Are they families in need of wealth management, trusts, and wills? <\/span><\/li>\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> Are they single parents needing 529 plans?<\/span><\/li>\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> Are they new mothers and fathers in need of life insurance? <\/span><\/li>\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> Where do they congregate?<\/span><\/li>\n<li><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> What technology do they use?<a id=\"anc4\"><\/a><\/span><\/li>\n<\/ul>\n<h3>&nbsp;<\/h3>\n<h2 style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><strong>A Bit of Networking can go a Long Way<\/strong><\/span><\/h2>\n<p><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">Investing that extra effort to leave a lasting good impression will pay off down the road. Whether it is sponsoring community organizations or going to networking events. Later on when your name comes up in front of a decision maker or a prospect, they already may have a positive association with you. Although an unlikely coincidence that a prospect may already be aware of you, what is likely is that someone else they know might. In the era of LinkedIn and other social networks, it is important to have a large network of people who would happily vouch for you. Check online if your prospect has any shared connections and then ask a favor of that mutual acquaintance to put in a good word for you. This will go a long way to creating trust which is the backbone of any d<a id=\"anc5\"><\/a>eal.<\/span><\/p>\n<p><\/p>\n<h2 style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><strong>Know Your Numbers<\/strong><\/span><\/h2>\n<p><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\"> How many calls, on average, do you make per day? If you make 100 dials, how many people will you speak with? If you speak with 100 people, how many will agree to an appointment? If you can\u2019t answer those three questions, you are doing something wrong. Your entire life changes when you are able to predict your income, and you do that by knowing your numbers. If it takes you 100 phone calls to set 5 appointments and you convert one to a client, then you can predict your income, provided you know your average client\u2019s contribution to the bottom line. Let\u2019s say I get one client for every 100 phone calls and each client contributes $2,000 to my bottom line. If I want to gross $500,000 this year, all I need to focus on is making 25,000 phone calls, or 69 per day. It\u2019s almost 90 per day if you work five days a week. The numbers will vary based on your situation, but you get the idea. Knowing your prospecting numbers is incredibly empowering, and it can also help you stay persiste<a id=\"anc6\"><\/a>nt.<\/span><\/p>\n<p><\/p>\n<h2 style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><strong>Modernize<\/strong><\/span><\/h2>\n<p><\/p>\n<p style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><span style=\"font-weight: 400;\">For advisors who want to bring in more millennial clients you can not just make a few small changes. If you&#8217;re going to do it, you need to go all in. This includes modern marketing techniques, fee structure, technology \u2014 everything that goes into a practice. A lot of advisors even hire a millennial planner and let them come in to build out a service model and build a new brand. That might mean a brand with a different website, a coffee shop look (to the office) that&#8217;s more attuned to what these younger clients expect. That can absolutely be done, and it&#8217;s a wonderful strategy if that&#8217;s the way you w<a id=\"anc7\"><\/a>ant to go. (<\/span><span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"https:\/\/www.investors.com\/financial-advisors\/want-to-know-how-financial-advisors-get-clients-this-expert-explains\/\"><span style=\"font-weight: 400;\">source<\/span><\/a><\/span><span style=\"font-weight: 400;\">)<\/span><\/span><\/p>\n<h3>&nbsp;<\/h3>\n<h2 style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><strong>Improvise<\/strong><\/span><\/h2>\n<p><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">Obtaining new clients is much more difficult than keeping the old ones, and it requires additional efforts and expenses. Today\u2019s market might seem oversaturated with different types of products and services, which can be true, but you should always be flexible and smart to make a good impression on our prospects and stand out from the crowd.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">First, make sure you do your best to get in touch with your audience. Try to utilize all new and old resources (including social media and communication tools) to get your message directly to them. Make them notice you and take interest in what you say. Communicate in their language to be understood.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">When experience doesn\u2019t help, and you notice that you need to invent a new approach, don\u2019t be afraid, because every new step is worth a try. In the worst case you\u2019ll lose one prospect, but at the most, you\u2019ll gain a lot of new clie<a id=\"anc8\"><\/a>nts.<\/span><\/p>\n<h3>&nbsp;<\/h3>\n<h2 style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><strong>Hold a Free Seminar or Event<\/strong><\/span><\/h2>\n<p><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">People that would invest in financial planning solutions are likely savvy about money and would take advantage of something free and valuable. Host a free seminar or event in your area that offers strategies, tips and, insights on such topics as growth investing, retirement planning, and wealth-building. These types of events allow you to establish credibility with those in attendance and promote your services directly. You can also hold free client appreciation events for established customers as a way to not only reinforce those relationships but also to generate referrals. You can also step it up a notch and host an online webinar which has a potential of getting a broader audience with practically nothing on the expense side for you.<a id=\"anc9\"><\/a><\/span><\/p>\n<p><\/p>\n<h2 style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><strong>Arm Yourself with a Good CRM<\/strong><\/span><\/h2>\n<p><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">During your hunt for a client the same questions keep spinning in your head &#8211; when was your last follow up with a Lead A? Have you sent the necessary letter to Prospect B? These and many other questions can be easily answered when you use a CRM &#8211; Customer Relationship Management software. <\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">CRM is one of the best ways to streamline your clients acquisition. You can&#8217;t possibly hold all the information you need in your head when you\u2019re on a hunt for clients. CRM will remind you who you\u2019ve already contacted, who you need to follow up with, what contact methods you\u2019ve used, etc. in a best timely fashion. A good CRM will record things like call history, calendars, appointment reminders, meeting notes etc, keeping your entire interaction history with your potential clients. <\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">The bottom line is that using a good CRM can dramatically increase your client acquisition ratio because it gives you an accurate report of your activity level and allows you to systematize your sales process. With a CRM you will have the metrics that help you literally to predict your future.<\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">You have nothing to lose with a good CRM &#8211; getting yourself organized is one of the best things you can do for your business. Besides, many of the CRMs, if not all, always offer a fully functional free trial period, after which you may continue using it even completely for free (with some lim<a id=\"anc10\"><\/a>itations).<\/span><\/p>\n<p><\/p>\n<h2 style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><strong>Build a Marketing Strategy Around Life Events<\/strong><\/span><\/h2>\n<p><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">Here is some valuable advice from Samuella Becker, CEO and Founder of Tigress PR: <\/span><\/p>\n<blockquote>\n<p><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">Knowing how to market your services around your potential clients\u2019 life events will keep your business relatable and relevant. Celebrate your clients upon achieving a financial goal milestone\u2014purchase of first house, kid\u2019s college graduation, retirement\u2014and host a party in their honor at a public venue where you can attract attention that could lead to new business. Don\u2019t shy away from niche consumer magazines (e.g., bridal). A couple embarking on a new life together\u2014whether combining assets or keeping separate accounts\u2014needs to understand their partner\u2019s spending habits (often opposites attract\u2014spender and saver), student loan debt, and how their separate bank accounts will or will not mesh together after the wedding. Finally, you can also cultivate strategic alliances. A couple seeking a matrimonial lawyer for a prenup may be in the market for a financial advisor as <a id=\"anc11\"><\/a>well. (<span style=\"color: #3366ff;\"><a style=\"color: #3366ff;\" href=\"\/\/fitsmallbusiness.com\" target=\"_blank\" rel=\"noopener noreferrer\">Source<\/a><\/span>)<\/span><\/p>\n<\/blockquote>\n<h3>&nbsp;<\/h3>\n<h2 style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><strong>Use an Unorthodox Approach with the Larkspur Executive PRO &amp; Platinum<\/strong><\/span><\/h2>\n<p><\/p>\n<p style=\"text-align: justify;\"><span style=\"font-weight: 400; color: #000000; font-size: 16px;\">At Larkspur-Rixtrema we have thought a lot about this challenge and we have created a product called <a href=\"https:\/\/rixtrema.net\/larkspurexecutive\/landingpage\"><em>Larkspur Executive PRO &amp; Platinum<\/em><\/a> that we think can help, though our approach may be a bit unorthodox. We started by asking \u201cWhat if we could develop a tool that enabled our clients to pitch a prospect with relevant information about assets the prospect likely holds?\u201d. This would allow you to show portfolio risk and potential challenges the prospect may face in certain scenarios using assets that they are familiar with. You could immediately demonstrate your value proposition to a client in a more concrete way. <\/span><\/p>\n<p style=\"text-align: justify;\"><span style=\"color: #000000; font-size: 16px;\"><span style=\"font-weight: 400;\">For about 1.2 million executives in the US, we can help do exactly that. Of course, we can\u2019t get the portfolios these executives hold, but we can get close. At least close enough that the conversation is relevant and will hopefully compel the prospect to pay attention to your pitch. Over the years we have developed an extensive database of 401K plan menus and the contact information for executives that work at the plan sponsor. By combining this information with our Portfolio Crash Testing (PCT) tool, you have a powerful prospecting platform that gives you the ability to tailor a unique pitch. Here are the 4 steps to your next new client: <\/span><strong><span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"https:\/\/www.rixtrema.com\/blog\/use-portfolio-crash-testing-unorthodox-prospecting-techniques-to-win-clients\/\">Follow These 4 Simple Steps to Win Over Prospects and Grow your Practice<\/a><\/span><\/strong><span style=\"font-weight: 400;\"> or request a personalized demo below:<\/span><\/span><\/p>\n<p><\/p>\n<p style=\"text-align: justify;\"><\/p>\n\n\n<figure class=\"wp-block-image size-large\"><a href=\"https:\/\/rixtrema.net\/larkspurexecutive\/landingpage?source=Daniel-03-14-2020\" target=\"_blank\" rel=\"noopener noreferrer\"><img loading=\"lazy\" decoding=\"async\" width=\"750\" height=\"137\" src=\"https:\/\/rixtrema.com\/blog\/wp-content\/uploads\/2020\/09\/larkspur-rixtrema-pro-and-platinum-min.png\" alt=\"\" class=\"wp-image-6880\" srcset=\"https:\/\/rixtrema.com\/blog\/wp-content\/uploads\/2020\/09\/larkspur-rixtrema-pro-and-platinum-min.png 750w, https:\/\/rixtrema.com\/blog\/wp-content\/uploads\/2020\/09\/larkspur-rixtrema-pro-and-platinum-min-300x55.png 300w, https:\/\/rixtrema.com\/blog\/wp-content\/uploads\/2020\/09\/larkspur-rixtrema-pro-and-platinum-min-500x91.png 500w\" sizes=\"auto, (max-width: 750px) 100vw, 750px\" \/><\/a><\/figure>\n\n\n\n<div style=\"height:51px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Blog, blog, blog Be Original Having a Target Market Makes you Memorable! A Bit of Networking can go a Long Way Know Your Numbers Modernize Improvise Hold a Free Seminar or Event Arm Yourself with a Good CRM Build a Marketing Strategy Around Life Events Use an Unorthodox Approach with the Prospects of Wealth 2.0&#8230; <\/p>\n<div class=\"clear\"><\/div>\n<p><a href=\"https:\/\/rixtrema.com\/blog\/11-client-acquisition-tips-for-financial-advisors\/\" class=\"excerpt-read-more newsstand-button\">Read More<\/a><\/p>\n","protected":false},"author":3,"featured_media":6968,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[200],"tags":[],"class_list":["post-3013","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-prospecting"],"jetpack_featured_media_url":"https:\/\/rixtrema.com\/blog\/wp-content\/uploads\/2019\/03\/11-Client-Acquisition-Tips-for-Financial-Advisors-min.png","yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v15.9.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>11 Client Acquisition Tips for Financial Advisors<\/title>\n<link rel=\"canonical\" href=\"https:\/\/rixtrema.com\/blog\/11-client-acquisition-tips-for-financial-advisors\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"11 Client Acquisition Tips for Financial Advisors\" \/>\n<meta property=\"og:description\" content=\"Blog, blog, blog Be Original Having a Target Market Makes you Memorable! 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