Client acquisition
Client acquisition
New clients help drive business growth, which is why the fastest growing practices in our Pathways to Growth: Advisor Benchmark Study were intentional about their approach to client acquisition. A winning acquisition focus includes established processes in three distinct areas: branding, marketing and prospecting. Find more about these topics below or visit similar collections for Relationship alpha and Strategic scale.
Branding
A strong brand can help your business stand out and set the tone for what you stand for. It also represents what clients and prospects think of your practice. When clients embrace your brand, it can help build loyalty and lead to a greater number of referrals.
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3 brand-building essentials for your business
Regardless of your brand’s maturity level, start by uncovering the most important aspects of your brand. This includes defining the “why” behind what you do and seeing your practice from a client’s point of view.
8 MIN ARTICLE
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How to attract ideal clients, tailor your services and grow your business
The process of defining your ideal client is less about hypothetical perfection than about identifying a set of business-boosting characteristics among the investors you serve. This client segmentation process can shape your brand as well.
7 MIN ARTICLE
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Marketing to women as a key to success, with Elisabeth Cullington and Janet Acheatel
As an example of focusing on one type of client, hear two advisors describe their “for women, by women” approach to helping clients tackle life transitions, such as selling a business, going through a divorce, retiring or being recently widowed.
22 MIN PODCAST
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Webinar on demand: Turbocharge your brand
Watch Practice Management Consultant Paul Cieslik’s engaging presentation, offering specific ideas to bring your brand promise to life — online, in person and at every touchpoint.
60 MIN WEBINAR
Marketing
Marketing can make the difference between an average advisor practice and a high-growth powerhouse. But there’s no single road to get there. It’s all about being intentional about each tactic, finding the right balance — and being open to experimentation and learning what works.
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Digital marketing for financial advisors
These five digital marketing essentials can help you increase brand awareness, gain authority, deepen engagement and convert more prospects into clients.
10 MIN ARTICLE
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6 social media myths preventing your practice from growing
Social media has become an essential channel for marketing, yet the rate of adoption is still low among advisors. Here’s why you should question any assumptions about whether these platforms are right for you.
8 MIN ARTICLE
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4 ways to engage and empower women investors
You might also get a marketing boost by expanding your target client base and finding ways to meet women where they are. For example, where women turn for financial advice differs greatly depending on age, wealth, race and other factors.
6 MIN ARTICLE
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Multigenerational planning and powerful next-gen marketing, with Karen DeRose
Some financial professionals find that simply bringing younger generations into the practice helps to broaden the marketing reach. Hear how one family-based practice is experimenting with different strategies.
35 MIN PODCAST
Prospecting
Defining and measuring goals for prospecting and client acquisition can help you grow while balancing the needs of existing clients. But not every investor is right for your business. New digital strategies can help you reach your niche.
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Webinar on demand: Prospect and grow using digital strategies
From building a digital storefront to online meetings that feel intimate, find ways to make tech work for you (while earning CE credit). Our practice management consultants discuss ways you can bring digital prospecting strategies to life in your practice.
60 MIN WEBINAR
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Video: How to reach high net worth prospects on LinkedIn
LinkedIn is a standout platform for professionals looking to make connections, if you know how to navigate and maximize its capabilities. This video can help.
15 MIN VIDEO
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Forget pink. Building a practice that serves women better, with Heather Ettinger
For advisors looking to build their female client base, hear tips on how to provide them with the services they seek.
35 MIN PODCAST
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5 ways to attract HNW clients holding concentrated stock
Another great way to prospect is to target certain types of investors who may need your help. For example, anyone holding concentrated stock may have planning needs that you are well positioned to address.
7 MIN ARTICLE
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Building success with retirement buckets, with Joe Schoenhardt and Jim Hinchsliff
Some advisors work with specific companies, getting to know the retirement benefits so they can prospect for clients among employees. Hear how two top advisors use seminars and employee education to pull prospects into retirement conversations.
32 MIN PODCAST
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