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Prospecting

The One skill
Webinars

The One skill Your Junior Advisor Most Needs

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…

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Dominating Your Market Having Fun with Clients featuring John Halterman
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Dominating Your Market Having Fun with Clients

John Halterman has elevated his clients’ experience to a whole new level, and that has created some raving fans. In fact, year-to-date, John and his team have received 15 referrals and introductions. That, along with new assets from existing clients, has helped the team grow by $30M so far this year. From the moment someone decides t…

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Seminars are Back
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Seminars are Back!

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…

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Drip Marketing the Good Way
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Drip Marketing the Good Way

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…

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Referrals Without Asking
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Referrals Without Asking

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…

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BUILDING A REFERRAL MACHINE
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Building a Referral Machine

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…

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Podcasting 101 Front Page
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Podcasting 101: Your Newest Source For Business

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…

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Get More Referrals Without Asking
Articles

Get More Referrals Without Asking

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…

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Articles

10 Issues to Resolve So You Can Succeed at Seminar Marketing

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…

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