WealthEngine is pleased to offer additional insight for financial services professionals looking to realize the value analytics play in marketing strategy and decision-making. Our latest white paper, An Analytical Approach to Wealth Intelligence, provides insight on how a systematic approach to understanding your customers and prospects can help financial services professionals uncover new opportunities to grow their business, save time and better focus their prospecting efforts.
Q. I'm having trouble convincing prospective clients to return my calls, let alone meet with me. How can I improve my prospecting efforts?
Most financial advisors understand that the advisory business is all about relationship cultivation, and that most new clients come from referrals from existing clients or centers of influence, rather than advertising, web sites, direct mail and other 'cold-contacting' techniques. But even when you go do get a referral, it's not safe to assume that you're the only one going for this prospect's business. You may be competing with other advisors, and not even be aware that that such competition is going on.
Some RIA’s/Wealth Managers are not as comfortable as others with their business development responsibilities. This includes client retention and relationship management work which adds additional complexity for advisors. In some cases, they are also providing oversight of investments as well. How can an advisor make the best use of their time across this difficult landscape? They must create an overall marketing plan which can be repeated each month in a constant and consistent way. Marketing cannot be stopped and started. The main key to marketing success is constant and continual messages on different platforms which will make future clients and referrals aware of you. Messages must include your own content (eg: blogging) and curating content from other sources.