Financial Advisors: How to Increase Your Client Base

THE #1CLIENT BOOSTING
STRATEGY FOR
FINANCIAL ADVISORS
HOW TO INCREASE
YOUR CLIENT BASE
SerpDigital.com

PRIVATE REPORT
THE #1 CLIENT BOOSTING STRATEGY FOR FINANCIAL ADVISORS
You’ve heard it before….
“If you do a great job then your clients will constantly
bring in referrals and your phone wont stop ringing!”
Now this may be true for a small minority of advisors but for the
majority of the industry this is dangerous advice.
Even though you do excellent work for your clients and work your tail
Off, your client base is NOT growing and your phone is NOT constantly
ringing. You current clients are NOT bringing you in the number of
referrals that you need.
You need a better way – that’s why you’re reading this.
You’re an expert in your field. Your knowledge of financial markets has
made your clients a lot of money…but this is not enough.
If you can’t market your expertise effectively then your client base will
NOT grow at the rate it should.
In the real world you need to learn HOW to get clients. You need to
be a great advisor AND a great marketer!
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This leads us into the next set of questions. How do you land clients
without…
• Sounding like a salesperson?
• Looking desperate?
• Losing a ton of money on marketing strategies that just don’t work?
As a financial advisor you want to be regarded as THE expert and
highly sought after.
This may be hard to accomplish if you’re cold calling prospective
clients begging for consultations and offering services.
If you’re thinking there has to be a better way that you can maintain
your dignity and land more of the right type of clients…There is.
The approach is simple. Teach First, Never Sell.
“Who ever educates the market owns
the market”
You have to make the first step in the relationship between advisor
and prospective clients very easy.
PRIVATE REPORT

Rather than marketing your services directly, market information that
answers questions and solves problems that your ideal client may be
facing.
Lose the technical speak. For instance, the average financial advisor
prospect may not understand what a unit investment trust, or a fixed-
income security is. Provide information on what these products (or
other related products) are and how they can benefit them.
Your goal is to always do 2 things:
1. Position yourself as the expert.
2. Provide immense value (for FREE)
An important aspect of this approach is that you offer this information
in exchange for your prospect’s contact information. This strategy is
known as lead generation and can effectively boost your leads within
days.
Very few financial advisors effectively implement this strategy and
many more don’t even bother. It’s amazing at the number financial
advisor firms with a website that only contains contact information
and a list of services. Where’s the value in that?
Provide your prospects with so much value-added information that it
should leave them no choice as to what financial advisor they should
be working with.
PRIVATE REPORT

While other financial advisor firms are marketing their services, you
are offering educational tools and resources that help your prospects
get clarity, make decisions and move forward.
By building an educational service in front of your financial services
you become one of the ‘good guys’ (and girls).
Instead of being perceived as a sales person by your market, you are
perceived as a helpful and trusted advisor.
Being trusted by your market is the #1 factor in selling high value
financial services.
With this ace in your pocket, you'll find that the quantity (and quality)
of your prospective clients will increase!
PRIVATE REPORT

Reasons why the “Teach First, Never Sell” strategy works:
1. People are up to 11x more willing to give their contact information
in exchange for educational information as opposed to traditional
marketing information.
1. Whoever educates the market owns the market. The experts
educate and sales people sell. You are an expert.
1. By offering educational resources you are able to capture clients
early in the process of looking for a financial advisor. This means
they aren’t as likely to be working with another advisor, giving you
a chance to be the first to establish a relationship.
2. By educating first you are helping to able to mold the criteria of
what your prospective clients are looking for in and advisor.
Effectively implementing this strategy would make you the only
advisor in the world who meets the criteria you suggest.
3. Prospects that request an appointment after they have been
through your educational material and indoctrination process are
better quality since you have already pre-trained them.
1. You are able to automate the education process, giving you more
time to focus on providing great service.
PRIVATE REPORT

Financial Advisors: How to Increase Your Client Base

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Financial Advisors: How to Increase Your Client Base