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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…
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…
Lately, I’ve been starting some branch office presentations by asking, “What’s not working for you?” Usually, the first item on the board is cold calling, which is quickly followed by seminars, which in turn is immediately followed by referrals. These channels, most everyone agrees, are not working today.
