It's always a good time for financial advisory teams to fine-tune their marketing plans. It’s vital that the team remains focused on reaching defined marketing and client acquisition goals they set in the beginning of the year. These are 10 practices that our research has shown to be integral to the marketing plans of successful financial advisors.Read More
The ClientWise Blog
Topics: Marketing Approach
Understandably, very few advisors are natural marketing or branding experts. After all, there are only so many hours in the day, with client and operational demands typically keeping your plate more than full. However, effective marketing materials are essential to acquiring new clients, keeping existing clients engaged and satisfied, and providing your loyal client advocates and professional advocate network with the essential tools to make introductions.Read More
As we approach the 5-year anniversary of the death of Steve Jobs, he continues to remain one of the world’s most respected business visionaries and innovators. A creative genius and passionate non-conformist who never accepted conventional wisdom at face value, but instead rebelled against the inherent laziness of “business as usual.”Read More
Intimacy and engagement: those are the qualities that separate truly memorable client events from the merely enjoyable; they’re the qualities that resonate at a deeply personal level, strengthen relationship bonds and leave a lasting impression. But how do you go about raising your own client appreciation events from average to amazing?Read More
Far too many advisors view their firm website with the same sort of fear and trepidation that results in dated, uninspiring advisor websites that say very little and rarely change. The most successful wealth management teams out there are the ones who don't miss out on the lead generation opportunities that the digital world has allowed for. So…how does a financial advisor even begin to distinguish themselves and their practice through technology?Read More
No matter how capable of a writer you are, the simple truth is that it’s vital you have an opinion and are willing to share it. Your clients are counting on that. If you want to be an excellent client service partner and an exemplary marketer, you need to have a voice. But what steps do you need to take to get your voice out there?Read More
Topics: Marketing Approach
Blue Horseshoe loves Anacott Steel!
For many of us, the image of Bud Fox’s tenacious efforts to bag the elephant and secure a new client relationship with Gordon Gekko is permanently etched in our mind. In fact, that movie provided a reasonably realistic depiction of the type of survival-of-the-fittest mentality that was pervasive throughout the brokerage world in the 1980s. It was the epitome of brute force, individualistic marketing–sink or swim, you were on your own: “Here’s your phone book, now smile and dial.” You kept your legal pad of promising leads, made your phone calls and follow-up calls, set your appointments, and either converted prospects to clients or started searching for a new career.Read More
For those familiar with the film The Usual Suspects, the name Keyser Soze will no doubt be immediately recognizable – and wholly unforgettable. Yet, while the illusive Soze is the driving force of the film, he remains an invisible phantasm throughout. As the character Verbal Kint explains it, “nobody ever saw him or knew anybody that ever worked directly for him, but…anybody could have worked for Soze. You never knew. That was his power.”Read More
The question of whether or not stories sell better than ads is long settled by now. We live in an information driven age in which consumers crave knowledge with purchase. The decision to buy goods or services is driven as much by a desire to gain insight as it is the eventual outcome that results from using that product or service. So what does this mean for you?
Last week, we posted Part I of this blog, which talked about the best way to tackle succession planning by starting to plan while you’re still growing your business. To make this incredibly overwhelming thought a little more manageable, we broke it down by our ClientWise Professional Advisory Model™. Then, we broke it down further into three different periods of time. Using this multi-layered thinking will help you be more efficient in evaluating your business and preparing you for succession.Read More
As we move around the Professional Advisory Model (PAM) ™, our focus for March and April will highlight our client and professional engagement models, which we introduced last week in our blog “Stay Connected with to COIs Even During Tax Season.”
When three clients talk to me about the same issue in a week, it’s time for a blog post. The issue is pipeline management.Read More
If financial advisors choose to invest the time and money to create an online presence, they better believe that people are going to place some value in it and except to see that carried through in their experience as the client. Content marketing works because people take to heart, or want to take to heart, what they read. The phrase "don't believe everything you read online" was coined specifically because of people's propensity to do so.
As of 2013, the number of registered financial advisor representatives with a FINRA-member firm was roughly 700,000. With this number steadily increasing year after year, your marketing strategies must do the same. Research proves that 86% of advisors do not have distinct and/or consistent marketing and client acquisition strategies. As a financial advisor, progression is key when it comes to marketing, but relying on the same tactics and strategies you've used for previous years will not give you an advantage, nor will it keep you differentiated among your competition.
If the thought of your client acquisition tactics have become tiring or boring, they’re probably also not working very effectively either. The tips below will liven up the process, get you thinking differently about your approach, and likely land you a few clients!