Financial Advisor Marketing: How Do You Get More Clients?
How do you go from zero to sixty miles an hour in just a few seconds if you're a financial advisor who wants more clients? Getting new clients is all about strategy and action. I get calls from advisors all the time who look to me to give them one marketing tactic that will help them win the Indy 500 in record time.
The answer is: true success comes from careful planning and strategizing. You must be willing to do the work that comes along with success. In other words, get yourself a dependable car and plan on accelerating slowly. As you pick up steam you will pick up new clients.
Joe is an advisor with twenty years in the industry and $25 million under management. He spends his days responding to client calls, meeting with the occasional client, and tackling paperwork. He's a bit discouraged because he's lost a few clients over the past year. He's an introvert and although he engaged in public speaking in his early years as an advisor, he hasn't stepped outside his comfort zone at all in the past five years.
Joe calls me and says "Can you help me get new clients?" and I say "How do you feel about change?"
Getting new clients is a numbers game and you have to be willing to change and put yourself out there. You have to set up the correct actions and activities so that you can create a pipeline of new prospects. The newer you are at being a financial advisor, the more time you should spend marketing. If you really want to kick your practice into high gear but you've been in business 20 years, you will have to go back to square one and begin devoting 30% to 50% of your time on marketing.
The truth is:
- If you are not speaking to any new prospects in your daily activities, it is highly unlikely that you will get new clients.
- If you are not leaving the office at all during the typical day it is unlikely that will you close any sales.
- If you are not proactively managing your practice like a business, it is unlikely that you will attract new business.
So what's a seasoned advisor to do? Let's keep this simple. You need exposure to new prospects. Fast. Here's how:
- Get your local business journal or business section of the newspaper
- Work on a new 30 second commercial – make sure you keep it free from jargon and speak to benefits your clients will receive from working with you
- Find 3-5 networking meetings per week (more if you are newer)
- Attend each meeting and judge which are the best fit for you
- Create a prospect pipeline using your CRM software
- Call each prospect and set up coffee (do not email – they can be too easily deleted)
- Ask how you can help. Ask open ended questions about their life and finances
- Use email software to keep in touch with clients using a monthly newsletter
- Think about Client Appreciation Event Ideas to attract new clients
Getting new clients isn't rocket science, but it does involve a systematic approach. You must have a daily success practice that guides your daily activities and helps you keep the pipeline full of new prospects. After all, if you don't leave the office, it's unlikely you'll get new clients.
Next Steps
1. Purchase my Financial Advisor Marketing Course and create a new Marketing Plan that will bring you new clients and new assets. At the end of the course you'll receive 4 sample financial advisor business/marketing plans to help you create your own custom plan.
There's no risk at all as I offer a money back guarantee. If you're not satisfied for any reason, just ask for a refund within three months of purchase.
Click here to review everything you get.
Start on the road to a more ideal life today!
2. Join my complimentary Newsletter The Prosperous Entrepreneur™ and run your practice more like a business with tips and strategies each month. Sign up here and receive Taglines That Sizzle – Six Steps to a Wow Tagline to help you stand out from the crowd and attract ideal clients.
3. Hiring me as your Business Coach can help you achieve goals you've only dreamed of – if you're considering hiring a coach, complete the Complimentary Coaching Session Form. You'll grow personally and professionally and you'll take full responsibility for your success.
About the Author:
Suzanne Muusers has been helping financial advisors boost their marketing results since 2004. She is the creator of the Financial Advisor Marketing E-Course for advisors who want to build assets under management, get organized and productive, and take more time off. The course includes four sample financial advisor business plans with various business models plus tools to boost your marketing results. Visit her at http://www.prosperitycoaching.biz
Suzanne Muusers
ICF-Credentialed
Business Coach
Prosperity Coaching LLC
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