Attending a conference can be one of the greatest things you can do for your advisory firm. Not only do you get the “low-down” on industry trends, but can gain some new skills, make some new connections, and even find some solutions to your ongoing business problems.
It wasn’t too long ago we were writing a guide on How to Get the Most From a Virtual Conference because the pandemic—in its many forms—was still rearing its ugly head and keeping us all socially distanced.
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When it comes to marketing for business growth, advisors want the same thing: the silver bullet.
They ask, “What’s working right now? Should I be making videos? Start a podcast? Run webinars?”
“What is it???”
They don’t like my answer because it’s, “Yes, yes, yes, and…(insert list of other digital advisor marketing best practices here).”
You’ll never catch me claiming there’s a silver bullet in marketing,
I work with student-athletes looking to cash in on their name, image, and likeness (NIL). And I also work with advisors and have found there are important similarities In how they achieve marketing greatness.
NIL is your personal brand. Recent legislation allows student-athletes to profit from their brand. But successful financial advisors have been profiting from their personal brand since their careers began.
A personal brand is the foundation of your digital persona and should fuel and shape your marketing efforts.
When we talk about the problems associated with an advisor’s fees, it isn’t that they are too high, too low, or inappropriately structured. Rather it is that advisors typically fail to communicate effectively with their prospects what those fees are actually doing for the client. In other words, what is the value of the service being paid for?
Essentially, the fee discussion isn’t about one of the actual fee structures in place,
Where do a financial advisor’s best leads and clients come from? It’s no secret. It’s likely every financial advisor will agree that the answer is undoubtedly… referrals. Referrals are potential clients that have been introduced to you by advocates—or fans!
What’s great about referrals is that they tend to move through the sales process much faster than non-referral leads. That’s because the sales process has been initiated by someone the lead already trusts.
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