The Invisible Advisor Problem You’ve spent years building your business—offering sound financial advice, helping clients plan for retirement, and navigating wealth management strategies. But here’s the catch: If potential clients can’t find you online, it’s like your services don’t even exist. In today’s digital landscape, most people start their search for financial services on Google. Whether they’re looking for a ...
Do you ever find yourself pondering what differentiates an average financial advisor from a true industry authority? It isn’t just their experience, years in the field, or a long list of clientele. It’s where they focus their efforts: their niche.
Today, we are going to pull back the curtain on a secret weapon that many top-performing advisors have in their arsenal: Niche Specialization.
You’ve likely heard the adage, “There are riches in niches,” right? It’s not just a catchy phrase, but an effective prospecting strategy.
Many financial advisors, when quizzed about their niche, will excitedly say, “Retirement planning!” And while retirement planning is lucrative and impactful, it’s like an ocean full of fish that everyone is fishing for new clients. It’s vast, wide, and quite frankly, saturated. With that approach, at least. It’s the equivalent to a chef saying their niche is “food.”
However, a beacon of hope exists. The power of precision and specificity in your marketing strategies can set you apart. Instead of trying to serve everyone, why not be the go-to expert for a specific group? By focusing on a particular demographic with specialized financial needs, you become their prime choice.
Imagine being:
Arm yourself with a notepad and pen, and answer these questions:
Remember, specificity is your friend. Carving a niche doesn’t box you in; it propels you forward. It’s your unique value proposition. While it doesn’t have to be the sole source of your new business, it should be at the core of your lead generation, outreach, and prospecting strategy.
Make use of email marketing tailored to how you are uniquely qualified to help your niche overcome their obstacles to success. Host webinars, and even in-person seminars when possible. Engage with your audience on social media platforms, offering financial advice tailored to their needs. Don’t forget the power of face-to-face networking events, and consider launching a podcast to share your expertise with a wider audience.
Your current clients can be a gold mine for referrals, especially if they belong to the niche you’re focusing on. So, ensure your client appreciation events are top-notch, and always be ready to follow up on any leads they provide.
Digital marketing, especially social media marketing, is your ally. With the right content marketing, even cold calling can become warm calling.
So, dive deep, refine your focus, and embrace your niche with open arms. Your future, brimming with targeted and genuine connections, awaits!
Prospecting isn’t a skill exclusive to sales reps. Salespeople do this day in and day out, so it’s natural that they’ll do a better job of closing clients.
However, with a marketing engine in place, you can fill your pipeline with new leads every day—even if you haven’t mastered all the different advisor prospecting ideas.
The trick is discovering which advisor marketing and prospecting efforts will work for you.
The good news is, we’ve cracked the code for you after decades of growing financial advisory firms like yours – and wrote the playbook, too.
Get ready-to-implement workflows so you can add more qualified people to your client base. Learn more about the prospecting machine we’ve built that led our average client to $19.8M in new AUM last year.
Earlier this year, when business as we knew it changed, Chad adapted. He tested different approaches to growth by leveraging technology. He learned from the changes 2020 brought. He adjusted his approach to marketing in the new environment. He continued to grow. In fact, he has grown as much in 2020 as in years past while also dramatically reducing ...
You have had countless clients tell you, “I referred you to a friend.” But the friend never called. That’s the referral gap, the difference between the number of clients who refer you and the number of referrals you actually receive. The gap is staggering– as many as 20% of your clients, when surveyed, say they have provided a referral...
If you were to make a list titled “GOOD MARKETING IDEAS”, running a Monthly Drip Campaign to stay in front of your clients and prospects would be near the top of the list. This means sending at least one message every month on a subject your clients and prospects are truly interested in. Why is drip marketing so ...
