Richard Weylman is an entrepreneur and consultant (www.richardweylman.com) who specializes in marketing and selling to the affluent. In a general session at the Pershing Insite conference in June, he made the following five practical marketing tips, steps he would take if he were an advisor, to help make you “distinctive in the marketplace.”
Put somebody on call for the weekends. Life events don’t always occur during business hours. Since clients are “looking for a friend in the financial services business,” as Weylman says, they may want to contact you on weekends.
Google your clients and prospects. Before you meet with a client or prospect for the first time, or soon after, running a quick search on them may turn up information about your clients (and their spouses and children), including their passions–or assets you didn’t know they had. Hire a summer intern to Google your entire client base, he suggests.