Mike Thurman: “People who go to an estate planning workshop are there because they want to protect their wealth and pass it on to the next generation, not necessarily because they want to do a will or a trust. As a financial advisor, you can take on higher net-worth clients by doing the financial planning for the estate, and then work with an attorney to draft up the documents.”
Trend 4 — Lead Nurturing through Life Events
There is a good reason why it is always recommended to actively nurture leads and engage with clients. During the webinar, Kelly shared a few stats that explained how all the significant economic changes and current market trends are affecting her leads and that life events mixed with her automated nurture campaigns are bringing those leads in as clients. She uses White Glove’s subscription-based service called White Glove One which packages lead nurturing and client engagement tools into an automated system.
Kelly Boyd: “I have been using White Glove’s nurture campaigns to drip to my leads for years, and one of those leads just reached out to me from a seminar I did back in 2017. Some leads are just not ready to make the move when you speak with them initially at your seminar or follow-up, and that is ok. When the time comes that financial advice is needed, who do you think they will reach out to? By staying top of mind during these life events, you keep yourself relevant and open to new business.”
To learn more about White Glove — an award-winning, end-to-end, premium marketing company that specializes in the logistics of planning, managing and promoting virtual and in-person educational seminars for financial advisors and other industry professionals services — we invite you to visit us at https://www.whiteglove.com
The Institute for Innovation Development is an educational and business development catalyst for growth-oriented financial advisors and financial services firms determined to lead their businesses in an operating environment of accelerating business and cultural change. We position our members with the necessary ongoing innovation resources and best practices to drive and facilitate their next-generation growth, differentiation and unique community engagement strategies. The institute was launched with the support and foresight of our founding sponsors — Ultimus Fund Solutions, NASDAQ, FLX Networks, Advisorpedia, Pershing, Fidelity, Voya Financial and Charter Financial Publishing (publisher of Financial Advisor and Private Wealth magazines).