While you may hate to admit this – your financial leads & prospects are shopping.
They’re going to other events, downloading white papers from different advisors or simply waiting for their family members to recommend someone…
All while still registering & attending your workshop; or requesting free information online.
This should not come as a shock.
Having helped financial advisors from all over the U.S. follow-up – we see + hear many kinds of strategies.
Some work & others don’t
Below are 3 sure-fire ways we’ve seen help advisors convert financial leads with consistency & predictability.
I. Be Like-able
Robert Cialdini dedicated an entire chapter about this in his best seller “Influence: The Psychology of Persuasion”.
In a nutshell – people buy from people they like.
But the larger the ticket item – the more important being like-able is.
As a financial advisor, make sure they like you before you even make an offer.
Connect with your prospect on a human & genuine way.
People will not give you their money or choose you, if they don’t like you.
How you do this is how YOU do this.
Don’t to be canned or robotic.
Identify and understand why clients choose you as an advisor – then intentionally incorporate that into your presentation/consultation.
II. Be Genuine
Being genuine is not just about being ‘yourself’.
It’s about being a trusted & trustworthy advisor.
At least this is our philosophy.
Part of the reason we vet the financial advisors we support, is because we are most profitable with our clients staying long-term.
The other part of this is they & we will be happiest working together.
When you’re genuine with your clients & yourself – everyone benefits.
Your personality or ethics should not be compromised in order to earn new business.
Instead be honest with yourself & your prospects, the right ones will become (and remain) financial clients.
III. Be Competent
Your financial leads are meeting with other advisors.
Why they will choose you – is because they like you & believe you can help them.
Be the expert in the area financial prospects want/need assistance.
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- Speak their language.
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- Understand their needs.
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- Solve their problem/pain.
Not everyone will become your client.
But when you know your ideal financial prospect & how to serve them – you help them choose you.
Being competent is part of the equation.
Summary
In short, it doesn’t matter how much they like you – if they do not believe you are able to help them.
Nobody is going to give you their money or take your advice – if they don’t believe you know what you’re doing.
On the flip side – pricing or fee structure won’t stop your ideal buyer from becoming a financial client.
IF you have done the most important pieces correctly.
So connect with your prospects; be like-able, genuine & competent.
These are 3 sure-fire ways we’ve seen advisors help financial leads become clients.
Need help following up on your ideal prospects?
Fill out the form below & let us know.
