Many will argue that “sales is sales.” I’ll contend that the financial services industry has two paths that professionals can take when approaching new client acquisition (sales): the transaction-based sales path or the consultative sales path. In a transactional sales model, the value is found within the product and price is often the focus. The …
If you haven’t had the chance to read my previous post about the best direct mail piece I’ve seen this year, I invite you do so, as it ties in closely with why I loved this email. The subject line was as follows: Michigan State vs. the Buckeyes.. Friendly wager? This email came from a …
At least once a week I hear expressions like “direct mail is dead” or “there is so much junk mail.” If you know anything about me, you know I’m a fan of direct mail. If there is one thing that I focus on when it comes to direct mail (regardless of quantity or the call …
So it’s official. The DOL Fiduciary rule is a thing of the past. For many of us in the financial industry, it consumed a lot of our time, energy and resources for the the better part of three years. You couldn’t turn anywhere in the financial news media without seeing it. Yet, its ultimate demise …
Marketing 101 will teach you that third-party validation is one of the strongest trust-builders available as you seek to grow your customer/client base. This is true for every industry. Small businesses will often rely on testimonials and endorsements from satisfied customers. In fact, small business turn to social media platforms every day to help them …
There’s nothing more frustrating than wasted marketing dollars. It’s one thing if the message isn’t effective. It’s another thing if it reaches the wrong audience. It’s an entirely different issue if it never even makes it to anybody at all. I’m referring to the dreaded undeliverable mail. Last year alone, our firm sent out more …
The following blog post is from an article I recently had published on WealthManagement.com. One size does not fit all. In our world of increasing automation, having the right tools can streamline your practice, increase productivity and enhance the services you provide your clients. However, investing in new technology can be a big decision. With …
The following blog post was an article I recently had published in InvestmentNews. Videos can provide key details about a financial adviser in an easy–to–consume format that many potential clients prefer We are hardwired to judge a book by its cover, despite what our parents may have taught us. When it comes to attracting new …
The independent marketing program reviews are designed to provide an overview of a financial marketing program that is available in the marketplace. Over the course of a year, I bet I receive 50+ inquiries from financial advisors asking me my thoughts about certain programs available. Your inbox is littered with these offers every single day. …
It took the Wall Street Journal and Barron’s a while to showcase this “epic fail,” but there’s an important lesson from this story for all financial advisors to learn. The story/sales pitch goes a little something like this: “Hey Mr./Ms Advisor, you need to build credibility and trustworthiness. I have an opportunity for you to …
