The Advisor Coach Podcast: Marketing & Sales for F

The goal of a financial advisor website is to turn visitors into clients. Unfortunately, most websites don’t get the job done. Want to know why? This is by no means a comprehensive list, but these are a few reasons why your financial advisor website might be terrible.

The riches are in the niches. Ignore this advice at your own peril. Top financial advisors are finding riches every day by targeting certain niche markets. If you are an advisor who tries to please everyone, you’ll end up pleasing no one. Think about it this way – if you were having heart trouble, would you feel more comfortable visiting a general practitioner or a cardiologist? Many years ago, clients might have had someone to handle everything from investing to planning and insurance, but those days are long gone. You can niche down into almost any category, but I’ve tried my best to list the ones that make the most sense to me. If you think of any more, feel free to share them, especially if you’ve been successful. Here are some of the best target markets for financial advisors.

If you are a financial advisor, the mass affluent represents your wealthiest and most sought-after demographic. Here's how to get more affluent clients...

Our thoughts shape our life. However, what we say is a direct result of what we think. Therefore, if you want to be more successful, get rid of any “unsuccessful” language. Go through these five things and do a self-assessment. Do you say any of these?

I am an optimistic person and I encourage other people to keep a positive mental attitude (shout-out to Napoleon Hill and W. Clement Stone). However, by taking a good, hard look at the negatives in life, we can successfully pivot towards the positive aspects that will help us achieve our goals. Here are the reasons you'll fail as a financial advisor.

As a financial advisor, your income is largely limited by your comfort zone. Your comfort zone is the space in your daily life in which the activities you do are within the boundaries of what makes you feel secure and “comfortable”. In other words, you’re complacent. Most people have incredibly small comfort zones because they are taught to “just be comfortable” and “enjoy life”. When you stay in your comfort zone, your life (and income) plateaus and you become a slave to routine. This isn’t good. You have to be in a constant state of expanding your comfort zone in order to live on your own terms.

Are you getting enough qualified referrals from people within your network? Or are you relationship rich but referral poor? In my experience working with those in the financial services industry, I’ve seen those who stay in touch with clients, go to networking events, and even ask for referrals, but never get much to show for it. Here are a few of the reasons why you don’t get more referrals.

Marketing is defined as the action or business of promoting and selling products or services. Selling is a marketing function that pairs your products and services with client wants and needs. At its most basic level, it is an exchange of money for goods and services, but you have to get to the exchange part! Here's how you can do it without being "salesy" and scaring prospects away.

If you’re only using LinkedIn as a passive digital resume, you’re doing it wrong. Social media is a time and cost-effective way for financial advisors to market themselves. While social networks like Twitter and Facebook definitely have their place, LinkedIn is by far the most valuable. It has the largest concentration of affluent consumers and the biggest percentage of millionaire users. But can a financial advisor use LinkedIn to get more clients?

I love to help people become more productive. When I teach productivity, I do it from my own experience. I'm a student of productivity techniques, learning new skills, experimenting with ideas, and implementing the practical ones into my life. I've decided to take the time and share my most effective productivity tips. Be sure to hit "subscribe" if you enjoy this podcast!

Have you ever sat nervously before the phone, wondering whether or not you should call? Or perhaps you worked hard to get that first appointment/date, but then realized it wasn't a good fit. If so, you’ve likely seen the parallels between prospecting and dating. Here are seven tips that will either get you ready for love or allow you to get a leg up on your prospecting… I won’t judge. Be sure to hit "subscribe" if you enjoy this podcast!

Do you feel like you're not getting all the referrals you should be getting? Listen to this episode and put these three tips to good use. Be sure to hit "subscribe" if you enjoy this podcast!

If you can't deal with rejection, you're going to have a bad time. Dealing with rejection is part of any financial services professional's career. Here are some of the best ways that I've found to deal with the pain of rejection.

Are you not setting the appointments you need to get more clients? In this episode, I give you two very specific reasons why financial advisors fail to set more appointments and exactly what you can do to set more. In fact, you may be losing more business than you realize!

People do business with people they like, know, and TRUST.... right? If that's true, how do you cultivate the trust that will allow prospects to convert to clients? Find out how in this episode.