Today’s retirement advisor is being pulled in every direction for lead generation. From seminars to radio to niche programs to referrals, how are you as an advisor supposed to know which direction to head?
With hundreds of marketing campaigns pulling at your coattails, how do you know which ones are worth the investment, and which are not? As an advisor, you could easily spend millions of dollars each year between all of the different marketing campaigns available at your fingertips.
Below are five ways you may be able to avoid throwing more money towards new marketing campaigns and instead find exactly which ones you thrive in. And you don’t have to spend a dime to figure it out.
1. Proper planning
Let’s face it. Advisors generally aren’t recognized for their attention to detail or their ability to plan ahead and follow-through, at all. But planning ahead for any marketing campaign will enable you and your team to think through events, plan them well, and execute them with your best foot forward, knowing they will achieve what you’ve planned for them to achieve. Plan ahead, stick to the plan, and stay focused all the way until it is completed. When you stay on track, you can then be confident in the commissions that will follow.
2. Efficient employee training
A common trend in our industry is to hire a spouse or a family friend for your team. While hiring that person does not propose an issue, often their lack of training does. Scheduling appointments can be taught quickly, but office management, event planning and marketing are a whole other beast. Training your employees to work with deadlines and plan events backwards will ultimately keep the office running smoothly, issue business faster, and keep everyone accountable. In order to make this happen, your employees should attend at least one team training hosted by your FMO. If your FMO does not offer such a training, find an independent consultant who does specialize in that area. It’s important that your team can keep the office running while you are meeting with clients and closing business.