“We wanted to reach potential clients with a new medium that allowed them to feel even more connected, and we thought a podcast was a great way to do that because they could then hear the real voice and tone that goes into our content,” added Roberge.
Show Expertise To Close Business
In the courting process, prospective clients want to feel at ease with the decision that they have picked the right financial planner. That is why Eric Dostal, a VP at Business: Sontag Advisory, LLC and the FPA Co Local Leader Coordinator, tries to wow prospects upfront.
“I find that the best way to convert a prospect to becoming a client is to essentially give away 99 percent of what you offer as an Advisor. Do the upfront work of walking someone through their specific situation - develop a financial plan and asset allocation that deals with their specific goals. This allows you to demonstrate immediate impactful value to a prospect and results in a higher conversion rate,” said Dostal.
He added, “There will be times when you have a ‘Do It Yourself-er’ take what you’ve done and run. The thing to ask yourself would be, ‘Is this the type of person who would be a good client?’ Most people seeking a financial advisor want to offload some of the work and responsibility to a specialist. If you can demonstrate you can do the job well, and explain in detail how you’ll do it, more likely than not you’ll find yourself with a new client.”
Mike Byrnes is a national speaker and owner of Byrnes Consulting LLC. His firm provides consulting services to help advisors become even more successful. Need help with business planning, marketing strategy, business development, client service and management effectiveness? Read more at ByrnesConsulting.com and follow @ByrnesConsultin.