Building client advocacy through webinars

Grant Hicks, CIM Building client advocacy through webinars Talking to your best clients one on one is easy. Talking to a group of your best clients seems daunting for some financial advisors. This is the reason why most financial advisors don’t have an advisory board of directors. Elite financial advisors know that feedback is critical to their success and 85% of financial advisors don’t ask for feedback. The 15% elite advisors that do ask for feedback earn on average 52% more than the average advisor. (source Business Health 2016 Pty Ltd, the value of practice management) If you are average and want to improve this year start with feedback. How do you do feedback online? Simply draft up a few questions and add feedback to your online agenda. Ask things like how has our communication been since the pandemic started? How can we improve our communications? What would you like to hear from us now? How often? The list of questions is easy, but the one question should be, “if I were to work with more people like you how would I connect with them and how would I meet them?” Ask your clients for help is easy if you have added value to their lives. They realize you are not asking for referrals, but favorable introductions, such as join our webinar. The easiest question to ask If you have an upcoming webinar, ask your clients this question, “can I ask you a favor? I am hosting a webinar on ____ and I would love it if you could join. Can you also forward the email to one person you know who would benefit hearing about _____ right now? Would that be ok to ask you to do that for me? I ask financial advisors live on my webinars that question, and they always answer, YES. Now go ask your clients. Plan a webinar with your ideal clients You can call your top 30-50 clients ( or couples) again and make 50 phone calls, or have a webinar with all 50 of them in 30 minutes, what is the best use of your time? I am seeing tremendous success with financial advisors who invite a select group of clients and centers of influence and ask them by email or phone to forward to a friend. This is how they are building their database of prospects for 2020. How are you building your database of prospects?  Webinar content The webinar is about the feedback they are getting from clients. They are talking about what people have liked, their communications, and their webinars, and they are perfecting their messages and communications through the pandemic while building advocacy with their clients. But I only see the elite, the top 15% of advisors doing this, and some I have spoken with are taking the summer off, while others are revising their goals. They have succeeded in their client's minds what they need to be doing right now. They stopped listening to industry experts and online marketers and put true practice management processes in place, which focus on their ideal clients, ideal communications, and ideal introductions. Start today with feedback.

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