Having worked with the best of the best for over 20 years in the financial services industry, Laura offers the latest insight & instruction and shares the most overlooked marketing and prospecting techniques used by her clients every day to get the most from leveraging LinkedIn and other platforms for professionals. Build a Stellar LinkedIn Profile | Get Warm Introductions | Deepen Client Relationships | And More
Showing posts with label Financial Advisors. Show all posts
Showing posts with label Financial Advisors. Show all posts
Life has never been more predictable, the delightful surprise that occurs when we least expect it attracts attention like never before. Yes, a holiday gift is pretty much anticipated, however a personalized gift that is unique to your client’s interests, passions and family is sure to truly delight this holiday season.
I’ve coached thousands of financial advisors on how to acquire new clients and make existing relationships even stickier. I’ve noticed one common theme among the most successful – they practice ‘love affair marketing’, they know their clients and their families (pets too!), and they care greatly about them.
Gifting must be personal! I’ve put together a time-saving holiday gift guide that contains unique gifts (and direct links to the items) in different categories all under $100 to adhere to regulatory limits. If you have a favorite, let me know by emailing info@lauravirili.com - I’ll add it to the list.
Be sure to check out the additional videos in this series on my YouTube Channel (be sure to subscribe) or directly from my site, LauraVirili.com, to learn how to Kill it Online & Off
Financial Advisors and other business professionals who are killing it on LinkedIn know how to perform advanced searches to find exactly who they are looking for, create warm lead lists, get introductions and turn prospects into clients. You can easily find Centers of Influence (COI), C-suite executives, business owners, doctors, media executives, women-owned businesses, money-in-motion, your niche market and the list goes on and on…
Step 1: Get Familiar with Advanced Search
First, you want to get familiar with Advanced Search. I always coach advisors to go into Advanced Search and play around with it. You're not going to break it, and if you are set to ‘anonymous’ mode, people aren’t even going to know you are looking at them.
Greatly improve the accuracy of your LinkedIn Advanced search results thru the combination of Boolean modifiers in the Keywords, Title and Company fields.
Learn how to get targeted results and create a warm lead lists that you can save!
Download the printable Targeted Advanced Search cheat sheet that includes Advanced Search Terms!
If you liked this post, please Like, Comment and/or Share. Want me to cover a certain topic, or have a question, email me info@lauravirili.com – your Q could be the next topic for my show!
Be sure to check out the additional videos in this series on my YouTube Channel (be sure to subscribe) or directly from my site, LauraVirili.com, to learn how to Kill it Online & Off.
So many advisors I work with are using LinkedIn to build robust pipelines and warm lead lists, sourcing names for warm introductions and acquiring new clients. They are able to do so because they have built a strong online brand, optimized their LinkedIn profiles, and have established a daily routine of best practices.
However, due to the amount of research that Financial Advisors are conducting on clients, prospects and COIs on LinkedIn (discovering what they do, where they work, where they’ve worked in the past, potential money-in-motion, personal interests and hobbies – and the list goes on), they could potentially appear as if they are a stalker. It’s ok to be a stalker on LinkedIn – you just don’t want to appear as one!
Therefore, these advisors have adjusted their ‘privacy controls’ to ensure they do not look like a stalker, protect client privacy, minimize the competition, and only post relevant updates. And not only do these savvy social advisors have their privacy controls tuned for optimal LinkedIn use, they have hidden what would potentially get them in trouble with their compliance department, FINRA and the SEC.
So what are they!?! LinkedIn ‘Skills/Endorsements’ and ‘Recommendations’ are viewed as advertising, and compliance departments will cite SEC Rule 206(4)1: Advertisements by Investment Advisors. Yes, if you read the regulation closely, you can infer you are able to have endorsements on your LinkedIn profile as long as they are not from a client or related to the financial services industry, but do you really want your profile under the compliance and rule makers’ microscope? Think not. Your best bet… just hide them.
Learn what privacy controls are recommended to have in place on your LinkedIn profile:
Be sure to check out the additional videos in this series on my YouTube Channel or directly from my site, LauraVirili.com, to learn how to Kill it Online & Off.
Life is about relationships and connections. Word of mouth still reigns supreme. Actually, word of mouth is more important than ever before and is now the only reliable way to grow your book of business. Meridith Elliot Powell said it best when interviewed on Ande Lyons’ Possibility Partners show…
“[Today’s] consumers are highly skeptical, well-informed and squarely in control. What you sell in this economy (no matter how amazing or incredible, unique or spectacular you think it is) [has] become a commodity.” – Meridith Elliot Powell
Sorry to refer to you and your AMAZING service as just a commodity, and your potential clients as consumers, but let’s think about that for a sec…
Sure, you’ve more than likely established deep relationships (as well as trust) with your existing clients, but until such a relationship exists with a prospect, that prospect is nothing more than a consumer shopping around for the best financial advisor, comparing YOU to all of your competitors.
Granted, they may be treating you and your service as a commodity, but there’s no doubt they’re taking it very seriously since it’s one where their financial future (and their family’s financial future) is riding on making the right choice. Now, we all know that most people will buy a product or use a service without hesitation if a friend already owns or uses it and is clearly happy with it. And with that in mind, our approach is typically to ask our existing clients for referrals (any referral) - possibly invite them to bring some friends or acquaintances to an intimate event or outing – but we’re shooting in the dark.
LinkedIn not only shines some light, it practically gives you x-ray vision!
Step 1: Your LinkedIn Network – Make it an Introduction Machine
LinkedIn is only as powerful as you build your network to be. Your first and second degree connections, alone, could provide most of what you need.
Learn who should you be including in your network, and best practices for making those requests…
Step 2: Your 2nd Degree Connections – The Sweet Spot on LinkedIn
All of your clients should be 1st degree connections and these clients have 1st degree connections of their own - those people are your 2nd degree connections, the sweet spot! Before you meet with a client, go through your client’s connections to identify who you’d like to be introduced to. Then before the end of your meeting, have a conversation about these individuals and ask your client if they could provide you that warm introduction, as well as the recommendation that will set you apart from your competition.
Learn how easy it is to identify ideal prospects and how what to say…
That’s all there is to it for sourcing the right names for a warm introduction and gaining the best opportunity for hitting the ball out of the park!
Be sure to check out the additional videos in this series on my YouTube Channel or directly from my site, LauraVirili.com, to learn how to Kill it Online & Off.
