Tuesday, March 15, 2011

Lead Generation for Financial Advisors

There you sit, staring at the wall wondering "How do I generate more leads?" You don't need to be a genius to know that the success of any business depends upon prospecting for new clients. Without active prospecting your pipeline can stall and stop producing results. This notion applies to any business no matter whether you've been around five months or five years. We all need activities that generate leads. 

Proper planning can help any advisor attract the type of clients that work best for his/her practice. It all starts with a business plan that details your five year vision, strategies for achieving the vision, the goals that will motivate you to keep going, and the marketing activities that will get you there.

Sounds great, except – What should you be actually DOING day in and day out? What are the activities that generate leads?

Lead generation is a numbers game - You have to get in front of as many people as possible, according to the strategy in your business plan.  This means creating an enticing offer, a client attraction device, and a way to move prospects down the relationship funnel. It means getting out of the office and meeting with new people. It means leveraging the relationships you already have. It means constant action and meaningful follow up. It means NEW strategies, actions, public speaking, events, social media, and good old hard work using your noggin.

In case you think I'm talking about brand new advisors, I am NOT. I hear from advisors every week who have become somewhat comfortable in their ways. They may have grown their business by referrals, or cold calling, or seminars, but now they are coasting and they want to grow again. It's tough to get back out there once you've become accustomed to having business come to you. Times have changed. What worked in the past may not work now. You may need to get with the times and try something new.

If you need help creating a weekly action plan and growth strategy, please review my program 90 Days to New Clients. I provide you the tools to get focused on the essential activities to grow your practice. The program includes a 13 week motivational course that will challenge you and keep you on the move.

Suzanne Muusers
Entrepreneur and Business Coach

No comments: