The number one challenge advisors have is generating new leads — strong, qualifed, warm leads. It doesn’t matter where the advisor is in his or her practice. Lead generation is that one issue that never goes away.
In response to that challenge, the team of Lifehealthpro editors has once again leaned on you — our readers — to provide us with the most effective lead generation strategies and techniques. Everyday this week, we will deliver ten more tips to help make 2015 your best year ever.
50. Nurturing relationships
The best way to generate quality leads is to nurture our existing relationships while building an image that allows for people to see you as the go-to person in your markets.
With all of the tools we have today, there are more opportunities than ever to do this and our reach is unlimited.
– Mindy Lamont, founder and CEO at The Insurist
49. Pick a niche and focus on it 100 percent
The best tip I have that resulted in the most business for me in 2014 was niche marketing. Pick a niche and focus on it 100 percent. It can be a health issue like multiple sclerosis or an occupational risk like helping pilots.
These are two examples of websites that are bringing agents full-time incomes and they’re only targeting a specific niche. How can you market to these niches? You can write content that ranks in Google or write content for blogs and resources within that niche about securing affordable life insurance factoring in their risk. You can advertise in that niche’s resources, forums or newsletters. You can laser target where these people are and get in front of them cheaper than going after everyone. You can cold email and cold call influencers in this niche and develop centers of influence. Lots of agents are taking this approach and seeing fantastic results. – Jeff Root is host of the “Modern Life Insurance Selling Podcast” syndicated on iTunes, Stitcher and his website SellTermLife.com
Advisors spend thousands of dollars on databases when much of what they’re paying for is available free at their library website.
Each year, the library systems purchase databases worth hundreds of thousands of dollars (like Reference USA, census, Gayles Association listing, Morningstar, etc.). Schedule an appointment with your librarian to learn what each database is and how he/she suggests it might be used to grow your practice.
Evaluate how each database can help you determine what networking groups to join, organizations to cold call for speaking engagements, or create your own cold calling or direct mailing database. Best of all, you can use a library database from the comfort of your office. — Maria Marsala, CEO, Elevating Your Business
47. Take the client’s point of view.
You have to approach everything from the client’s point of view. If I come to you and say, ‘I’m really trying to grow my business. Who do you know who recently got married, has a need for this service, etc.?’ Then I’m posing it as ‘you need to help me.’
What I’d rather do is be there when you’re trying to help your friend. Now the client is helping their friend, instead of their advisor. — Michael Morrow, CFP, of Morrow Financial in Ontario, Canada
46. The holistic picture