There are hundreds of IMOs and FMOs out there.
Thousands of marketers happy to sell you leads.
And endless ways to grow your Financial Services Business.
When Choosing the Best Lead for Your Financial Services Business – Keep This In Mind
- There is NO magic bullet.
- No one-size-fits all.
- No perfect lead (regardless of what you paid for it).
Working with dozens + dozens of Financial-Insurance advisors.
Thousands of leads. From all over.
I have a very unique perspective.
What works for Joe does not guarantee it will work for Jim (or You).
This means we must understand much more than our products.
We must know more than trial closes + sales techniques.
We must know who buys from us.
You must know how YOU like to sell.
In other words, what is your preferred way to create relationships and clients?
If you don’t know the best lead for your financial services business you could be wasting your money and time.
Regardless of the type you’re buying, or how much you’re paying for it!
Some Advisors are great in person.
They know how to connect with their prospect. They are able to overcome objections they couldn’t over the phone.
Then I have advisors that are strong phone salespeople.
They can have powerful conversations over the phone and never have to meet their prospect in person.
Then I have clients that rather do in home presentations or strictly Seminars and Workshops.
The bottom line, these are all effective and proven ways to grow your client base.
“More than 40% of Salespeople say prospecting is the most challenging part of the sales process…” (Spotio)
As a salesperson, the last thing you should be doing is wasting time on ineffective activity or bad leads.
The best lead for your Financial Services Business will depend on a few things.
It comes down to understanding:
- Your prospect.
- Your business goals.
If you don’t have a desire to drive around town or your state, then Mortgage Protection leads should not be considered.
If you prefer making sales calls from the comfort of your home or while watching your daughter’s softball game, then maybe in-person appointments aren’t for you.
The methods you use to generate leads should also be consistent with this.
Strategies to Align Your Lead Generation with Your Sales Goals:
- Use Word of mouth
- Incorporate Radio advertising
- Tweak Online marketing efforts
- Talk to Other Advisors
- Read Blogs
- Interact on Forums
While there is no perfect lead source out there, there is definitely a perfect lead for you.
You must do the work to identify it.
Otherwise, you will be wasting valuable resources.
Blaming the leads.
Blaming the FMO.
When in reality, the lead is not right for you.