Compound Your Marketing!

You’ve been telling your clients to compound their returns for years… are you doing the same?  Do you regularly contact and market to a list of ALL THE PEOPLE YOU’VE EVER TALKED TO ABOUT YOUR BUSINESS?

If not, you are missing the power of compounding your marketing.  The #1 reason people give for leaving their advisor does NOT have anything to do with return… instead it is about contact.  People that feel like their guy does not contact them enough—leave their guy!

By maintaining contact with all your prospects, you are leveraging your competitor’s biggest weakness… the fact that he likely doesn’t contact his/her clients as much as they’d like.

Because of this, research has found that those who were interested in your message in the past, but didn’t actually become clients… may just need a little more tender, loving contact before they pull the trigger.

So, are you sending monthly newsletters?  Do you mail fun postcards just to keep your name in front of them?  Do you regularly offer Lunch and Learns or Breakfast Clubs about topics they may be interested in?  Do you invite them to your client Thank You Events?  Drip, Drip, Drip… and it will pay off.

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The Halo Effect

Your place of worship has many people that could benefit from your expertise… however, if you are like me, you feel uncomfortable approaching people in this environment.  This is a place of worship, not a business, right?  These are people you see every week and you don’t want an embarrassing situation, do you?

Finally, here’s a way to get the people you see every week at your place of worship to approach you… instead of you approaching them.  Get the short 3-page guide, “Halo System” here… courtesy of the 5Q Group.

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Going EXPO-nential

Advisors are always approaching me for ideas on how to leverage a booth at an Expo or trade fair.  What if you had every other company at the event promoting you!

1) Get a list of all the other companies and organizations that will have booths at the event.   Then, start contacting all those companies well before the event and suggest they do this

  • Have them tell anyone stopping by that company or organization’s booth, “If you buy today you can get [xyz… see below] from the ABC Wealth Management booth on the other side of the hall.”

Think about something of value [the xyz thing] that all the other companies are promoting, that you could give away for free, and still leverage into a possible sales opportunity.  Here are some ideas:

  • A service you will perform
    • Example: a discounted or free tax return done.
  • A free kit or guide
    • An ID Theft Prevention Kit… or Medicare Guide
  • An extra chance to draw for a Free 1 oz. silver coin
  • A Free meal you are offering next Tuesday at a local restaurant (obviously, this would be at a seminar).

2) Leverage the purchase of your booth by getting the organizers to allow you to speak during the Expo.  If the organizers push back, let them know your purchase of space is contingent on you having a chance to speak during the event.  This is a cheap, effective way to do a “seminar.”

Either of these ideas will increase your ROI expo-nentially!

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How Do You Bring On the Millionaire Next Door?

The Millionaire Next Door is the best possible client.  They have money and… they are decent, appreciative, nice people.  How do you find them?  How do you get them to move their money to you?

HINT:  It’s NOT trying to pitch them a 401(k)… private pension plan… or any other product or scheme.  It is actually getting them to call you!

Find out how to get small business owners with multi-million dollar checks, in their hand, to call you.  Watch this 10-minute video that walks you through it step-by-step here, courtesy of 5Q Group.

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Want to Get All the Big Wigs in Town to Listen to What You Have to Say?

Landing just one big fish in town can change your business forever.  You are not only bringing on a big client… but you now have an in with their friends and business network.  How do you do this without being a pest or joining every non-profit in the city?  Ends up, it’s cheap and easy.

Find out how to do it in the 6-page guide, “5Q Toast of the Town,” courtesy of 5Q Group.

Download it here: http://www.5qgroup.com/tools/5QES_5_Toast_of_the_Town.pdf

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A Strong Finish Can Win the Client Acquisition Race

You spent a lot of money to get that prospect in front of you… and then they don’t buy.  What do you do?  Throw the lead in the garbage?  Here’s a great way to get that prospect back into the conversation.  Send them a surprise, inexpensive gift just for meeting with you.  If you can work in some humor… even better!

These seem silly but they work more often than you might think!  Some ideas I’ve seen used successfully are:

  • Dental Floss with a note that reflects back to a topic you covered in their meeting. The gist of it was that we help you with the icky, putzy things you hate to do… but MUST be done—the advisor used flossing as a real life example in the meeting.  The mailing with the dental floss was a fun reminder of that point.
  • A dollar bill folded like a heart or a shirt (easy to find out how to do this on YouTube). The letter talks about “loving” to get back with them… or I’m waiting to “give you the shirt off my back”.
  • A gift certificate for a pie from a local shop. The accompanying letter used “I’d love to help you keep the government’s paws off your piece of the pie!”

Silly?  Yes.  Different?  Yes.  Trying to be “better” is futile.  Being different is easy… and as I said before, you’d be surprised by how many people you thought were “done”, will actually reach back out to you.

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The END of Tax Season… Guess who can see you now?

We all would love to have accountants refer their clients to us… but they rarely do.  How can you change that?

First, understand why accountants don’t refer… they are protective of their clients and they mistakenly believe that doing NOTHING… is safer than doing anything when it comes to their clients.  Am I wrong?

I would like to share a case study with you.  A retired gentleman decided he wanted to sell life insurance as an encore career.  Within two years, he was making over $1 million selling life insurance.  How?

I walk you through exactly what he did in a 22-page e-book titled, “The Golden System.”

Download it HERE courtesy of 5Q  Group.

 

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Elephant Hunting… Find the Big Ones

Where do you hunt elephants?  Where they congregate (but please don’t hunt elephants… what did they ever do to you)?

Where do you hunt the affluent and COI’s?  Where they congregate (again, please do not hunt these people.  They need to be alive in order for you to bring them on as clients)!  The affluent are almost always involved in some charitable activity in your community.  Use that to not only help your community… but set yourself up to help the affluent as well.

Here’s a 5-Step plan to get in front of the affluent philanthropic leaders in your community:

  1. Get familiar with all of the charities in your community. Two great resources to help you do that are Guidestar and The Foundation Center.  These two resources will help you compare organizations in a transparent, easy way.
  2. Pick one or two organizations to join. You will be able to identify and work beside the board members and their supporters.   This will do double duty because you will also be able to meet and get to know their families and friends as well.  This will further expand your reach.
  3. Now show what you can do! This is a great place to actually showcase your expertise and skills.  There is no better advertisement than for people to actually see you in action!
  4. Think outside the box… volunteer your office as a drop off place for various drives… or your parking lot for an event… what do you have that the charity would find handy?
  5. Donate your services… NOT to the affluent but to the people the charity serves. What would it say about you if you were willing to set up a table at a food shelf to answer the financial questions  people who are struggling financially have?  Does anybody serve them in this manner?  Why would you do such a thing?  Because you are a quality human being that can be trusted… and that’s who the affluent want to manage their money.

Is this a long game?  Absolutely.  Is it a game that could make you “king of advisors” in your town?  Absolutely.

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Lights, Camera, Action! The “New” Way to Communicate With Prospects

If you need information or need to know how to do something… where do you go?  If you are like most people, you go to the internet and search for it.  What are the top two search engines?  You probably guessed #1… Google.  But did you know the second biggest search engine is YouTube… way ahead of the next in line, Yahoo.

Are you capitalizing on this?  If not, download my guide “5Q Be A Star System”.  It walks you through the simple process of how you can use YouTube (which costs you nothing to use) to get your message out there effectively and inexpensively.

Get it here, courtesy of 5Q Group.

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Does Your Website Have These 10 “Must Haves”?

Your website is the first place a potential client is going to go to check you out.  What are they going to find?

Go to your own website right now!  And make sure you are doing these 10 things well:

  1. First… MAKE SURE THEY CAN FIND IT!
    a. You can get a simple and easy guide to getting your website at the top of the page when someone in your city is looking for a financial advisor.
    b.  Find it here… courtesy of 5Q Group.
  2. Make sure you have a clear description of what you do and what makes you different from your competition.
  3. Dude!  Make sure your website address is easy to type in!  Short and sweet is best.
  4. Be sure your navigation is easy to follow. Use drop-downs in the navigation menu if possible.  This help the visitors see the content under every heading, from any page.  Make it simple for any visitors to find what they are looking for, or what you want them to know.
  5. Make it easy to contact you.  Put it at the top and the bottom!  Don’t make them work to reach out to you. Remember, people have the attention span of a gnat.
  6. Give them a reason to contact you to further the “conversation.”  Give them a report to download… or free software… a magazine reprint… etc.|
  7. Make sure you have keywords prolifically scattered through your website.  If you do not know what keywords are… get in touch with a web master immediately.
  8. Make sure your hosting company has quality hacking prevention.  There is nothing worse than having your website hijacked.|
  9. Make sure your website has a clean and inviting look to it.  Some things to think about:
    a.  Use bullets and call out boxes
    b.  Highlight or underline key points
    c.  Use short paragraphs
    d.  Use great images
    e.  Keep the look clean with lots of white space
    f.   And don’t do it yourself… unless you are a skilled web designer
  10. Make it mobile device friendly!  More and more people are doing their online time with their phones and tablets
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