8 Tips to Revive Your In-Person Seminar Marketing

8 Tips to Revive Your In-Person Seminar Marketing

Financial advisors have long favored in-person seminars as an effective prospecting tool. That changed when the pandemic hit, forcing advisors to adapt, using online webinars and Zoom meetings. But, while online webinars have been helpful in broadening advisors’ reach, they haven’t necessarily led to more appointments for some Advisors—certainly not at the level of in-person seminars. If that is true for you too, with the pandemic receding, it may be time to get back to tried-and-true in-person seminars.

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How to Become Top of Mind with Your Clients and Prospects

How to Become Top of Mind with Your Clients and Prospects

As a financial advisor, you can’t always be there when a client or prospect has a need. You can only hope that you’re the first person they think of when they want to discuss it or when one of your clients is asked to recommend an advisor. That’s where top-of-mind awareness comes in. If you can develop it effectively, your name is more likely to be the first to come to mind when they have a need.

Chances are, when you crave a cola, you think Coca Cola. That’s because Coke spends hundreds of millions of dollars on advertising to ensure you do. You want that same reflexive thought to occur with your clients and prospects, but you don’t have to blow out your budget to create similar top-of-mind awareness. The objective of a top-of-mind strategy is to be remembered, and you can accomplish that with five easy steps.

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Financial Advisors: What You Should Be Doing During the Holidays

Financial Advisors - What You Should Be Doing During the Holidays

First things first: Use the Holidays to spend time with friends and family. That’s what you want for your clients; That’s what I want for you. Recharge your batteries, and remember why you’re working so hard: To provide a better life for the people you love.

Besides: The immediate return on investment (ROI) of generic cold calling techniques tends to decline after Thanksgiving. Not that it doesn’t pay off eventually. I’m a hard-core prospector, and I hope you are, too. Smart prospecting always pays off in the long run. But it’ll take a little longer to pay off at the end of the year, because you’ll get a lot of people saying, “call me again after the Holidays.”

So, if you’re going to take some time off to be with the family, the Holidays are as good a time to do it as any!

Then, here are a few more holiday marketing ideas if you’re spending time at the office after all.

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5 Steps to Create and Sustain a Winner’s Mindset

5 Steps to Create and Sustain a Winner’s Mindset

I’ve already written about self-sabotaging behaviors, and how to avoid them. But today, I’d like to address the flip side of the coin: How you can actively develop and maintain a winner’s mindset.

I’ve known many hugely successful advisors in my time. And they all have certain traits in common:

– They take a proactive approach to time management;
– They don’t make excuses for themselves. Instead, they take on and eliminate or bypass obstacles;
– They surround themselves with positive influences and accountability partners;
– They constantly expose themselves to positive messages and ideas.
– They get help when they need it.

So here are five things you can do to help develop that winner’s mindset – and sustain it over time.

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Six Ways Financial Advisors Can Establish Trust in Today’s Virtual World

Six Ways Financial Advisors Can Establish Trust in Today’s Virtual World

You can have all the technical and market skill in the world. But if people don’t trust you, you’re not going to open new accounts.

It’s just a fact of life in sales: If people don’t trust you, their defensive mechanisms are going to be up during the entire sales process. If you’re lucky, they’ll tell you. At least that way, you get to face the trust issue head on. That might give you a fighting chance.

But more often than not, you’ll be met with polite silence, and the dreaded “we’ll give you a call if we decide to do anything.”

If you hear that, chances are you whiffed on the trust issue.

After all, if you had their trust, they’d be looking for ways to talk themselves into doing business with you!

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Create an Elevator Speech that Wins

Create an Elevator Speech that Wins

Yes, I’m a huge believer in stories, and in taking time to build value in your services, your brand, and in taking a detailed fact-finder, so you can make your engagement truly client-centered and set yourself up for the close.

But as we all know, many times there just isn’t enough time.

Sometimes you don’t have a leisurely lunch appointment. Sometimes it’s just a meeting engagement: A shared Uber ride, a shared elevator. That’s why you need an “elevator speech.”

Before we get into what constitutes a good elevator speech, let’s think about what you want your elevator speech to accomplish for you.

In 30 seconds or less, a good elevator speech should accomplish the following:

Establish your unique value proposition (UVP).
Establish a reason to initiate contact later.
Establish the means to initiate that contact.
Set up the expectation of contact.

Let’s look at each one in turn.

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Want to Succeed as a Financial Advisor? Do These Five Things.

Want to Succeed as a Financial Advisor - Do These Five Things

Helping people achieve their financial goals and provide security for their families is one of the greatest, most rewarding career paths on the planet. But it’s a very tough business to succeed in, especially in your first few years.

Here are the five things you must do, if you want to maximize your chances of surviving your first five years as an advisor.

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7 Things Many Financial Advisors Don’t Do, and Fail as a Result

7 Things Many Financial Advisors Don’t Do, and Fail as a Result

Much of the failure in this industry comes down to non-observance of the basics. Too many advisors fail not only to develop their soft skills but lack the necessary business acumen to remain viable. If you want to succeed as a financial advisor, learn from their mistakes and make sure you ‘do’ what they are ‘not doing’.

Here are some things that many advisors are not doing – but should be.

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5 Creative Ways to Follow-up with a Prospect

5 Creative Ways to Follow Up with a Prospect

In an ideal world every prospect would sign up with you at the first meeting, immediately recognizing they are in need of what you are offering. In the real world however, prospects may not yet realize your value or understand that they can trust you.

Don’t leave things to chance on the basis they may get back to you. Always follow up. Make sure to call prospects and speak to them directly. You don’t have to feel that you’re trying to push products onto people who are not in the market for your services. Remember, they have indicated that they’re actively looking for a financial advisor.

People tend to get distracted easily however, so here are some additional ways to remind prospects of your worth.

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Self-sabotage – 10 Behaviors to Avoid

Self-sabotage – 10 Behaviors to Avoid

Self-sabotaging behaviors can create problems, interfere with goals and ultimately put your career at risk. Without even realizing it you could be a victim of self-sabotage. Be honest and identify the traits that are holding you back so you can make the positive changes required to move forward.

Here are ten ways you could be self-sabotaging – along with some recommendations on how to do things better.

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