The ClientWise Blog

A 6-Step Client Acquisition Process for Successful Financial Advisors

Posted by Chris Holman on Nov 14, 2013, 12:32:00 PM

Upcoming on November 26th, ClientWise will be presenting a complimentary webinar that is devoted to helping financial advisors find new clients. Hosted by Ray Sclafani, this webinar is entitled, “The 6-Step Client Acquisition Process.”


Although, we don’t have the space to describe the webinar in the greatest detail, given the level of interest in this topic among financial advisors, we wanted to spend some time summarizing the six steps that comprise this process:


Proper planning and goal setting

President Dwight D. Eisenhower once said, “I have always found that plans are useless, but planning is indispensible.” When you consider this statement, it seems odd, doesn’t it?  In the first place, it is impossible to believe that as the Supreme Allied Commander in Europe who was charged with planning and carrying out the Allied assault on the coast of Normandy, Eisenhower did so without a plan. Yet, his point about the planning process is fitting and appropriate when you think about it. The planning process, and all the learning that it entails, leads to an outcome that is as important as the plans themselves. In this webinar, we will discuss how to create a planning process for you that is efficient, focused, and effective; as well as pinpointing goals that are bold and meaningful.


Identifying the ideal client

We have observed that by identifying Ideal Clients and finding ways to serve them is a shortcut to success. Financial advisors who truly know the needs and concerns of specific client niches are able to set themselves apart from those advisors who don’t. (Approximately 70% of financial advisors do NOT focus on ideal clients.)


Lead Generation

There are four basic categories of lead generation: organic lead generation, inorganic lead generation, Loyal Client Advocates, and Professional Advocates. During the webinar, Ray Sclafani will define and discuss the relevance and importance of each.


Running the "right" marketing campaigns

Whether or not your marketing campaigns are inbound or outbound, we have observed that the advisors who are most successful at client acquisition have 1-3 campaigns going on at all times.


Lead management

By identifying five different and successive stages within the client pipeline, financial advisors can become really clear and focused on the specific actions they should undertake with every prospective client.


Opportunity management

In sales parlance, managing opportunities is analogous to closing the deal. Advisors who manage opportunities effectively are able to build and maintain a pipeline that provides a continual flow of new, interested, qualified clients.



There you have it, six steps for effective client acquisition in a short summary. For those of you who are interested in learning more, we invite you to attend the forthcoming complimentary webinar.


For sign-up information, see below:


The 6 Step Client Acquisition Process

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ClientWise is the premier financial advisor coach focused on business development and management best practices for financial advisors.

Topics: Client Acquisition