Since the pandemic began, no prospecting channel has exploded quite like webinars. Why? Because webinars can be an incredible source of new assets…for an equally-incredible low cost. In fact, when it comes to ROI, there may be no better form of prospecting than webinars! But webinars should not just be a replacement for traditional seminars and client events. Webinars come
As far as I know, he’s the best cold caller in the industry. He calls on families worth at least $50 million, and everyone knows the only way to reach the Ultra High Net Worth is through referrals. John just didn’t know that. So, the next time you hear the words, “cold calling is a waste of time,” you…
Prospecting through the COVID era has been interesting, to say the least. Advisors across North America have been leveraging every remote prospecting strategy to keep their pipelines full. Some with success, others not so much. One prospecting strategy that works consistently is seminars. Then social distancing put a damper on those for a while. But now, wit…
Bill Good Marketing has been around for over 40 years, longer than almost any other coaching service, content provider, or CRM platform in the industry. How have we survived so long? Best Practices.124 of them to be exact. Covering every area of your business from Practice Management to Marketing, Prospecting to Branding, and more…
If you were to make a list titled “GOOD MARKETING IDEAS”, running a Monthly Drip Campaign to stay in front of your clients and prospects would be near the top of the list. This means sending at least one message every month on a subject your clients and prospects are truly interested in. Why is drip marketing so powerful…
You have had countless clients tell you, “I referred you to a friend.” But the friend never called. That’s the referral gap, the difference between the number of clients who refer you and the number of referrals you actually receive. The gap is staggering– as many as 20% of your clients, when surveyed, say they have provided a referral…
Earlier this year, when business as we knew it changed, Chad adapted. He tested different approaches to growth by leveraging technology. He learned from the changes 2020 brought. He adjusted his approach to marketing in the new environment. He continued to grow. In fact, he has grown as much in 2020 as in years past while also dramatically reducing costs…
It makes sense why podcasts have become such an effective prospecting channel. You can think of them as a combination of seminars and dripping. With podcasts, you can combine the Top-of-Mind Awareness you create with your monthly drip with the Expert Advisory Identity you create with seminars. It’s a match made in marketing heaven…
Should you prospect during the COVID-19 pandemic? Of course you should, but you need the right strategy. In this article series, we’ll discuss four campaigns you can run from home with just a few resources. Let’s start with a question you may think is obvious. Should you ever ask for referrals? You say, “Of course. I just…
A number of advisors have told me, “Seminars don’t work.” True, many have failed to make it work. But for those who get it right — and yes, seminars do work — the results can be explosive. Here is a look at 10 key concerns about seminars. Addressing these issues is critical if you are considering, or are actively enga…
If 20% or more of your clients are over the age of 75, you have a problem. In the next few years, if a significant percentage of your client assets will be owned by clients who will be over the age of 75, you have a problem.
Several years ago, I researched what happens to assets when clients die…
