|
Grant Hicks, CIM
Speaking to financial advisors during Covid-19, there seem to be two types
of advisors. Financial advisors who are not doing any online activities and
waiting for Covid-19 to end and not prospecting. Then there are financial
advisors who are excited about the new networking and communications they
are delivering to clients and prospects and the opportunities it brings.
Powerful technology
Financial advisors have said to me “ online video calls are the most
productive meetings they have ever had with clients and prospects” They
cite the reasons is they are more prepared than ever before, have a
professional presentation and process and clients and prospects are more
open to talk and answer questions, especially if they have been stuck at
home. Meetings end on time, people seem to be better at making decisions
and more engaged in advanced planning conversations. So what’s the downside
to the client or prospect? Nothing, unless you like driving downtown,
paying for parking waiting in reception, and longer meetings. The downside
for financial advisors is you need to meet prospects typically to engage
them, get to see if this is the right fit for your practice, and build the
relationship.
How can you meet more people?
First off consider small groups. I offer the financial advisors I coach to
do a virtual marketing session for their centers of influence, accountants
lawyers, etc and bring their network together online in a virtual luncheon.
( you can consider using a food delivery service such as skip the dishes
for your luncheon) The financial advisor has the “network of professionals
online meeting” and talks about their upcoming webinars, where their COI’s
can invite clients by forwarding the email that the financial advisor sends
them. They also discuss doing joint webinars with accountants on government
tax changes. This way they are doing fusion marketing ( which I talk about
in my “Guerrilla Marketing For Financial Advisors” book ) by doubling their
database of prospects. The accountant sends it out to his or her database
and so does the advisor. Imagine if your COI’s sent your webinar to invite
out to their databases?
Check your phone
Look at how many contacts are on your cell phone? Most financial advisors
have hundreds of contacts on their phone. Start by inviting people you know
to your webinar. Invite clients, prospects, family, friends groups and
more. Time to get creative. For example, I put a post in LinkedIn groups I
am a member of to broaden my reach. I ask people to add my webinar to the
newsletters they send out. Then everyone you know ask them a favor” Can I
ask if you could forward my webinar invite to one friend, family member, or
colleague who would benefit from hearing about “ a go-forward plan for the
next 12 months”? Now you take everyone you know and half of them would
forward your invite if you teach them how to. Imagine if you had anonymous
people, from your clients sign up for your webinar? Your job is getting
your unique offers and message out and booking follow-up appointments to
help people with their wealth and planning advice, not just get people to a
webinar. Teach people that they don't have a comprehensive goals-based
plan for their future. Let them know they don't have a 12-month go-forward
plan in writing to get them through this pandemic with
confidence.
An excuse for activity
Once you book your webinar, it is a great excuse for activity. You need to
think like a “Guerrilla marketer” which is investing time energy and
imagination, to grow your database. Who else could you invite? How can you
post content ( like this article ) with calls to action to join your
webinar? Your clients and COI’s are willing to help you if you ask them.
They may come up with ideas that you never thought of. Instead of going
online and reading more blogs about how to grow your business, ask your
clients.
A great time to do an online feedback forum by video with your clients
I also do an online feedback forum for the financial advisors I coach. The
whole process is in my book. Simply invite some of your best clients to an
online video meeting and ask for feedback on everything you are doing and
planning on doing to deliver more value and grow your practice. I always
got my best ideas from my clients. I had clients who were open because we
were always asking for feedback. Ask your clients what they think about
webinars? Would they join? Would they share it with family and friends? Would
they introduce it to other people? If you want to learn how you can get the
most out of video calls and webinars, ask your clients. That is what
the most successful financial advisors do.
How about your goals for your practice in 2021? Our Practice management
checklist or fee audit checklist
While each financial advisor's practice may have a different approach,
advisors need to
understand where their practice needs help, and will they get the right
help for the right part of their practice. What areas does your practice
need help with? Get a copy of our updated 21- page “Comprehensive Practice
Management Strategies checklist” by going to our website https://www.advisorpracticemanagement.com/about-us or
clicking here https://practicemanagement.getresponsepages.com/
Fee audit checklist for ideal prospects, click here https://feeaudit.getresponsepages.com/
Call me
Contact us to help get clarity around your goals on paper, and having the
goals conversation by contacting grant at grant@ghicks.com
or click on the link to set up no-obligation 20-minute discussion https://my.timetrade.com/book/JMTNJ regardless if we
work together, let’s have a chat and listen to your biggest practice
management concerns to help you get clarity around your future business.
|
No comments:
Post a Comment