Tom Brady had a coach—Todd Bowles of the Bucs. Bryce Dallas Howard, Hugh Jackman, and Leonardo DiCaprio, along with countless other great actors and actresses, all had coaches to get them where they are. Many of them continue being coached long after their monstrous success. This isn’t a coincidence; it’s a testament…
In the vast and ever-evolving landscape of financial services, where trust is currency and relationships are the bedrock, content is more than just a tool—it’s a catalyst. It’s the conversation starter, the relationship builder, the trust enhancer. For financial advisors, the right content doesn’t just…
Have you ever wondered how some financial advisors seem to grow their client base overnight? It’s like they’ve unlocked some secret growth hack, and now, we’re going to let you in on it. Yes, we’re talking about seminars – your golden ticket to skyrocketing your practice…
In the heart of Overland Park, Kansas, there’s a successful financial advisor who has quietly revolutionized the referral process. Bryan Sarff, CFP® is not your typical advisor. As a cherished client of ours at Bill Good Marketing, he recently graced us with his presence on a webinar that had everyone leaning in closer…
If you’re closing less than 60% of your prospects (and we’re not talking referrals), you’re probably making one of these six common financial advisor sales mistakes. Maybe you enjoy selling and maybe you don’t…
Make no mistake, cold calling still works for financial advisors. It’s certainly trickier than it used to be, but if we rigorously apply the principles of what we modestly call the Good Way to Cold Call, you can still have outstanding success with this marketing channel…
In today’s fast-paced digital world, capturing and holding someone’s attention can feel like trying to catch a butterfly in a windstorm. We live in an era where attention spans are shorter than ever, making the task of engaging potential clients a daunting one…
Have you ever felt like tearing your hair out because you just don’t know where to look for new clients as a financial advisor? If so, the solution to finding fantastic prospective clients can be surprisingly simple…
Presumably, you are reading this article because you’re interested in financial advisor prospecting. So, before we do anything else, let’s define what prospecting actually is. At the foundation of prospecting is this truth: Many, if not most, of your new clients will come from people you have been in contact with for some time and who have come to feel
Cold-calling is NOT a “try it once and hope it works” endeavor. It requires testing and tweaking to learn what works for your market, your list, and for you. Cold-calling is NOT for advisors who fear rejection. You will get a lot of rejections when you cold call – but if you follow best practices, it won’t matter, because the
Staying on top of the best keywords for your business is essential for effective SEO. As we’ve discussed, these keywords help connect your website with the people who are searching for the services you offer. Based on insights from Google’s Keyword Planner, here are the 46 most relevant keywords for financial advisors…
With fall upon us, prospecting for new clients is about to kick into high gear. An often forgotten first step in preparing to prospect is creating the time to do it. Time management for financial advisors is crucial to ensuring a productive workweek and maintaining a healthy work-life balance…
In the world of investment management, being able to explain complex money matters in a simple and engaging way is key. Building trust is an absolute necessity. Seminars are a fantastic tool for this, providing a stage for you to showcase your skills and draw in new people…
If you’ve been in the industry for any period of time, you know the drill: more referrals, more success. But the age-old advice of simply asking for referrals often feels outdated and uncomfortable. And you’re definitely not alone if you’ve ever thought there must be a better way…
As a financial advisor consultant, the question I’m most frequently asked is some form of… “What are other advisors doing to get new clients?” Or the ever popular… “How do I get more high net worth investors as clients…
As a financial advisor, you’re in the business of cultivating prosperity—not just for your clients, but for your practice as well. You’ve mastered the art of wealth management and financial planning, but let’s face it, there’s one puzzle that often seems hard to solve: attracting new clients…
Imagine a reservoir of untapped potential, a wellspring of new clients ready to be welcomed into the fold of your financial advisory services. In our 40+ years of coaching and assisting financial advisors to double their production, we’ve found a truth that’s often overlooked: the most poten…
Every financial advisor wants it. Most in the financial services industry never get it. Those who do are recognized as the top producers at their firms. Of course, we’re referring to creating a marketing funnel that produces predictable results month after month. If that’s what you want…
Years ago, I had an amazing epiphany about financial advisors and the essence of team building in wealth management, “No financial advisor makes it to high seven figures without a team.” And further, “A financial advisor and one assistant don’t make a team. The minimum team size is advisor, assistant, and part-time computer operator…
In the ever-evolving landscape of the financial services industry, one truth has become self-evident: social media is not just a playground for personal exchanges anymore—it’s a pivotal battleground for the hearts and minds of prospective clients. As financial advisors, it’s time to embrace this digital shift with open arms and astute strategies.
Navigating the world of LinkedIn can be quite an adventure for financial advisors. Think of it as your digital playground, where connections, influencers, and prospects mingle. It’s not just about throwing your name out there; it’s about crafting a presence that resonates with LinkedIn users, turning your profile into a lead generation powerhouse…
One of the monumental challenges advisors face in this business is making enough time for clients, prospects, administrative functions, and everything else that needs to get done. So, without any doubt, an advisor’s most valuable resource is their time. As an advisor, your time is worth $25 a minute. (Yes, you read that right…
Do you ever find yourself pondering what differentiates an average financial advisor from a true industry authority? It isn’t just their experience, years in the field, or a long list of clientele. It’s where they focus their efforts: their niche. Today, we are going to pull back the curtain on a secret weapon that many top-performing advisors have in their
Let’s talk about how content marketing is a game-changer for you, the financial advisor, in this always-online world. Think of it this way: it’s not enough to just show up online; you’ve got to stand out, make a real connection with your audience, and be that go-to person for trusted financial advice. For you, mastering content marketing isn’t just a
Remember when marketing was all about print ads, direct mail, and cold calls? Some of these traditional marketing techniques are still effective to this day. Personalized letters, in particular, are one of the highest ROI channels we’ve seen for financial professionals to date. That said, a lot of these methods are only usable in very specific cases now – they’re
Building your client base is a process that never ends. Even if you have a full roster at the moment and are fully satisfied with the clients you’re serving, you still need to do prospecting to grow your advisory practice.
The best time to prospect is when you don’t need to. Growing your client base doesn’t only result in
Client acquisition is not easy in any industry. But financial advisory might be one of the hardest industries to get new clients through the door. For most products, even when you sell courses, guides, or books related to finance, there is a low risk even when the product doesn’t work for you…
You’re worth at least $1500 an hour as a financial advisor. When you’re doing the high value tasks your clients come to you for, that is. At the same time, you won’t be able to grow your practice without the busy work that’s necessary to acquire and retain clients…
It’s becoming increasingly difficult to capture new clients and retain their business and loyalty as well. With various alternatives on the table, clients are looking for a bit more than your expertise. On top of your insights as an advisor, clients expect a much more positive experience when signing up for your services…
Prospecting, the act of identifying, nurturing, and reaching out to potential clients, is a vital skill for financial advisors looking to grow their firm. Prospecting helps you build a client base—which is essential for the success of your business. However, reaching out to potential customers and decision-makers…
There are countless ways to mess up seminar marketing. Of all the possibilities, any one of these can create poor results. Commit two or more of these seminar sins, and you will join the legion of advisors who mutter “Seminars don’t work anymore.” Seminars do work, by the way, so long as you get everything right…
Explore 33 undeniable truths about cold-calling and elevate your sales strategy. Learn how to identify ‘Cherries’ – potential clients interested and financially ready to engage. Dive into techniques to avoid ‘Pit Polishing’, crucial for saving valuable time. Get tips on creating effective scripts and managing lead pipelines for success…
For those in the know, financial advisors are still the best and fastest way for those who need some extra help tackling their goals within their specific situation. However, this type of person is scarce. Now that people can look up financial advice on the fly through their phone, most think they wouldn’t need a financial professional to help them
Uncover the power of consistent communication in financial advising with our ultimate marketing strategy guide. Discover how a Monthly Drip campaign can elevate client retention, stimulate new business, and foster enduring relationships. Ignite growth from existing clients, keep your brand top-of-mind, and build trust…
Like it or not, marketing is a big part of growing your advisory business. A good marketing plan and targeted marketing campaigns give prospective clients an opportunity to get to know you and gives you the opportunity to build trust. And when done correctly, this gentle introduction provides both of you with a way to create a relationship…
If you’re interested in a career in finance, you might know at this point that there are several financial services you can specialize in. One of those paths is to advise clients directly. But, did you know that even on that path there are two main options? You can either focus on your client’s investments or you can focus on
Finding new clients is a chore for most service-based businesses — financial advisory included. There’s plenty of competition — your potential clients can even look up financial planning tools and Frankenstein their way to a plan. And your prospects might not be aware that they need…
The tools we mention in this article either create a better client experience, enhance your ability to reach your client’s financial goals, help you focus on doing your job, or offer a little bit of everything. Each type of software serves a different purpose and can be used to achieve different goals. Here are seven types of software every advisor
Social media is a powerful tool for growth. It’s relatively low-cost compared to paid ads — relying more on your consistency instead of your budget. Having a social media presence helps you build rapport with prospects before they even step in for a discovery meeting. As long as you’re consistent, keep your goals in mind…
Years ago, I was a devotee of J. Douglas Edwards, the great sales trainer of the ’40s and ’50s, who believed that closing was the highest form of sales technique. One of Edwards’ tapes presented 22 ways to close the sale, and I memorized most of them. However, I now believe that closing techniques are, at best, overrated and have
I have been an advocate of teams in the securities industry for a long time, longer than most have been in the industry. My writings on this go well back into the ’80s, when some of my younger readers were still in training pants. I profoundly believe that it is only teams that will survive and amount to anything. One
In 1985, I conducted what I believe to be the first study in the financial services industry to see what advisors do with their time. During the course of this study, I made a surprising discovery: Advisors were worth at least $1,000 an hour when they were meeting and talking to qualified clients and prospects. I’ve conducted that study again
Don’t leave your email marketing to chance -According to Jack Flynn of Zippia, “47% of email recipients will open an email based on the subject line alone.” Your email subject line serves as a first—and sometimes last—impression. “On the average, five times as many people read the headline as read the body copy. When you have written your headline, you
Have you ever felt like tearing your hair out because you just don’t know where to look for new prospects? If so, the solution to finding fantastic prospects is surprisingly simple: To figure out what your best prospects look like, and where to find them, first take a look at your best clients…
Have you ever felt like tearing your hair out because you just don’t know where to look for new prospects? If so, the solution to finding fantastic prospects is surprisingly simple: To figure out what your best prospects look like, and where to find them, first take a look at your best clients…
A “channel” is a “trench, furrow, or groove.” Water flows in channels — and so do assets. Example: You have a client who is a real estate agent in a high-end golfing community. She is making money hand over fist and adding $500,000 a year to her portfolios. You ask yourself, “How can I get more clients like this?” Well,
The Importance of Dripping – for decades, I have coached financial advisors to send a letter to their clients and prospects every month on a topic of interest to them. This is called “dripping,” and it’s key to: client retention, business now, new assets and new clients. There are many reasons why dripping is effective at all these things..
Volatile markets are something all financial advisors have to deal with sooner or later. During my forty years in the industry, I’ve coached tens of thousands of advisors through multiple bear markets and dozens of market corrections. The 1987 stock market crash. The bursting of the dot-com bubble. The aftermath of 9/11…
If you are unprepared, uncomfortable on camera, babble about random facts that are disconnected from your topic, and tell bad jokes, you won’t get the appointments you need to keep yourself in business. On the other hand, if you are well-prepared, and your webinar topic is relevant and interesting, you interact with your audience, then you will get appointments…
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…
Unless you’re brand new as a financial advisor, you’ve likely had one or more windfalls. One might have made your month. Another could have made your year. Occasionally, you will hear of a windfall that makes a career. Perhaps yours. Here are two that made careers. A phone call to an advisor, “I want you to meet my new…
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…
You spend countless hours helping your clients get ready to retire. You coach them on how to structure their investments to maintain the lifestyle they desire. You help them with Social Security, possibly Medicare. You may even offer counsel on where to live. But what about you? Almost every advisor I talk to has a single answer…
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…
Don’t think for a minute you can escape fee compression. It’s happening now and will continue to happen. Fees are now 1% or even a little less. Ten years ago, they were double that. In another decade, or sooner, they will be half what they are now. Why? Supply and demand. The Department of Labor fiduciary rule has chased thousa…
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…
The greatest prospecting opportunity in the history of this industry is right now.
No, it’s not cold calling.
It’s not the “85% of high net worth investors who would consider changing advisors or be open to a second opinion.” It’s not networking, referrals, introductions, seminars, direct mail, or anything else.
It’s the legions of baby boomer brokers
