Prospect Engagement Strategy for Creating Reasons to Call

I often hear from financial advisors who, for various reasons, are reluctant to contact prospects who remain in their pipeline. Many are hesitant to pick up the phone because they don’t feel they have anything new to offer, which, in their minds, would amount to an untimely interruption or even an annoyance. Best to avoid calling them, right?

That’s a quandary because if you want to increase prospect engagement with the hopes of moving them out of the pipeline, you actually have to engage them. It is also problematic because, as successful advisors know, prospects’ needs change over time, and the only way to win their business is to be in the right place at the right time, with the right message. That can’t happen if you avoid the calls.

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To Develop Top-of-Mind Awareness with Clients, Develop Your Authority

To Develop Top-of-Mind Awareness with Clients, Develop Your Authority

We’ve reached the fourth and final issue in our series on Critical Issues Facing Financial Advisors Right Now—Staying Top-of-Mind with Your Clients. Of the four critical issues presented, developing top-of-mind awareness is perhaps the most crucial because it is paramount to your ultimate success. If you are not the first person your clients think of when good or bad things happen to them, things that impact their financial lives or the lives of their friends and family, you could have a long, slow slog to the next level.

I’ve written on the importance of top-of-mind-awareness in past posts, along with the strategies you can use to develop it among your clients. The key to remember is creating top-of-mind awareness is not about pestering your clients with calls and emails just to keep your name in front of them. You don’t want to annoy your clients.

The key is reaching them in a way that heightens their perception of you as someone who’s not a typical advisor but rather as a genuine authority in their field. Authorities have influence. Some even develop a kind of star power that gets people’s attention. What makes an authority? Content.

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9 Must-Haves for Your Financial Advisor Website to Attract Prospects and Clients

9 Must-Haves for Your Financial Advisor Website to Attract Prospects and Clients

Most Advisors today have a professional website to represent themselves online in front of potential or current clients. In a post-pandemic world where even meetings are conducted online, it’s not really a matter of if you should have a website, but a matter of what website you should have.

Should it be one of those static pages filled with general information, serving as your online business card? Or should it be an engaging piece of online real estate to keep your prospective and current clients hooked and looking for the phone to call you for more? Or should it be somewhere in between?

Here are a few things you must have on your website if you want to stand head and shoulders above other Advisors.

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Financial Advisors and Social Distancing: How to Keep Prospecting and Servicing Clients

Financial Advisors and Social Distancing - How to Keep Prospecting and Servicing Clients

Traditionally, being a financial advisor has been a face-to-face business. We are creatures of the working lunch, the handshake, the coffee meeting. Appointments are the lifeblood of our business, because we’re in the business of personal relationships. That’s our real advantage over the low-cost robo-advisors, and a big part of how we justify our fees.

But social distancing is changing all that in a flash. I’m optimistic about the economy and the stock market long-term. But this bug isn’t going away anytime soon. We are undergoing a rapid cultural shift where social distance may very well become the norm for a good, long while.

And all of us old-school financial advisors, as well as brokers, planners, insurance agents, all of us, are going to have to adjust.

I’ve talked with a lot of people, and I’ve seen a lot of economic cycles. Here’s what I suggest you do to keep growing your business even with social distancing.

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Digital Marketing Trends 2015 for Financial Advisors

Digital Marketing Trends 2015 for Financial Advisors

Did you know that according to recent Gartner research, digital marketing accounted for 25% of all the marketing dollars spent in 2014 and it is expected to reach 33% in 2015?

Though traditional marketing methods like seminars, telemarketing, trade shows, print media, exhibitions, and networking groups are still effective, let’s face it – Top Financial Advisors have stayed ahead of the game by adapting their marketing initiatives to the digital world we live in.

So don’t get left behind! Update your marketing strategy for the year ahead and build a competitive advantage by following the digital marketing trends of 2015. Start with these four areas of improvement:

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