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In this pod-blog you are going to learn the best podcasts for financial advisor lead generation and prospecting. I’m going to talk about the five best podcasts I created in 2021 on this podcast on this topic. If you missed these episodes then it would be great to go back and review them.
In this blog you will learn:
- How to get a financial advisor elevator pitch that is not crap
- Some great financial advisor COI prospecting tactics
- The foundations of a great financial advisor or financial planner LinkedIn messages
- How to drive down the cost of a lead
- How to create your own LinkedIn messages to draw new clients and leads to your practice as a financial advisor or financial planner
Best financial advisor prospecting podcasts
For those of you who are new to my blog/podcast, my name is Sara. I am a CFA® charterholder and I used to be a financial advisor. I have a weekly newsletter in which I talk about financial advisor lead generation topics and it is best described as “fun and irreverent.” So please subscribe!
If you’re looking for some straight up talk then you’ve come to the right place!
#1 Is your elevator pitch crap?
Many of you are still drawing a blank when somebody asks you what you do for a living.
Don’t even trip and play yourself because I have the answers for you. It’s going to sound kinda weird, though.
Are you ready?
The objective of a financial advisor elevator pitch isn’t to barf information on them and establish credibility, or to make them want to get a meeting with you. The point is not even to let them know what you do and how you can help them.
Okay?
The actual point is to get them to respond.
Period.
This is weird but just listen to me explain why.
The point is to get the person you are standing in front of to respond and engage in a dialogue with you. The reason is that with all of the information that gets barfed on people all day long, you barfing more information on them is just going to make your message get lost on them.
You’ll be lucky if they remember your barfed up pitch.
You much more increase the likelihood of them remembering you, or of you making a meaningful impression on them, if you are able to get the person talking about themselves.
Bonus points if you somehow get the person to discuss something in their lives that is a challenge to them. Now you are at the point of having it be a more permanent thing in their mind.
Don’t throw information out there in the atmosphere and have it circulate around in the air. You don’t want them to do that. You want them to gulp it down. But how do you get them to do that?
You’ve got to make it real to them. It’s got to be real to them and it’s not going to do that unless it is about them.
Let me go over a phrase that I repeat a lot in my ebook and in my blogs.
THEM NOT YOU
THEM NOT YOU
THEM NOT YOU
-Sara Grillo, CFA
This is so the opposite of everything else you’ve been taught and that’s okay.
Two sentences, have it be about them not you, and there are other things you need to do if you want to get an awesome financial advisor elevator pitch.
In this podcast, you will learn how to get a great financial advisor elevator pitch. I will also present several example of financial advisor elevator pitches you can use.
You can listen here:
GET AN ELEVATOR PITCH THAT IS NOT CRAP
#2 This financial advisor is kicking a#@ with COIs
Financial advisor Matthew Jarvis of Jarvis Financial is killing it when it comes to cultivating COI relationships. Learn what he’s doing by listening to this podcast.
What Matthew and I talked about is the fact that most of you financial advisors are wasting time prospecting to COIs and especially those CPA’s. To be honest I think it is a shame to see so many of you wasting your time and hard earned money.
There is just not enough productivity that comes out of the prospecting moves that most of you financial advisors make with these CPA’s.
CPA’s are jaded are tired of hearing the typical crap. They are literally sitting there laughing most of the time when you approach them and it is because they are so highly coveted by you financial advisors. They could make a living out of collecting dinner invites and eating every night at Ruth Chris Steakhouse.
At the end of the dinner most of you have more likelihood of getting business out of the bartender than the CPA whose prime rib you spent $50 on. Check out this podcast to learn how financial advisors can successfully prospect and develop relationships with COI’s.
Check it out here:
#3 Two Sentence Financial Advisor LinkedIn Scripts
The Two Sentence Rule is my most powerful contribution to this profession. When prospects see a lengthy communication, they think, “I’m not even going to handle that.”
Don’t let it be yours that they say that to.
In this podcast, I talk about how financial advisors can go about applying my Two Sentence Rule to LinkedIn prospecting.
Think about the last time you saw a really long email in your inbox. When a prospect does not know a financial advisor, that effect is magnified. When you type out a long message, either over LinkedIn or over email, and it’s more than two sentences, you have almost no likelihood of the person actually responding.
I see this all the time.
I created, out of the necessity of having to communicate on the fly in my chaotic and hectic life as a mother of four kids, what I call the Two Sentence Rule.
It basically goes like this.
- The first sentence is clarifying information.
- The second sentence is a command or a question.
An example of the Two Sentece Rule would be:
Please stop splashing that water in the bathtub. Do you want your feet to get wet and cold when you get out?
By the way, I published an e-book about two sentence financial advisor LinkedIn scripts. You can download the e-book here if you want to get the templates. Or you could just enjoy my podcast on the philosophy behind two sentence financial advisor LinkedIn scripts!
#4 Having fun drives down the cost of a financial advisor lead!
In this blog/podcast I interview Josh Scandlen, a financial planner and successful YouTuber who has been able to achieve what most financial advisors only dream of: having fun and enjoying himself while finding low cost leads for his financial advisor practice.
Josh and I discussed how he created a marketing asset which is his YouTube channel. At first he didn’t get any prospects coming to his financial advisor practice but as time went on he was able to get leads more or less inexpensively. The viewers really liked his content about Social Security and other topics, but most of all they really like his authenticity.
You don’t have to be doing a million different prospecting things if you are a financial advisor who wants to get new clients and leads from the internet. Remember that Google is very specific. You would be way more well invested in terms of your time if you were to just take a certain focus and just hunker down on that.
So for example if you were writing about capital gains taxes in the state of Nebraska, the titles of three blogs (or videos, podcasts, etc) would be:
- What capital gains taxes will you pay if you sell a house in the state of Nebraska?
- An overview of Nebraska capital gains tax laws
- Is Nebraska a good state for capital gains taxes?
I’m not Google and I don’t know the algorithm for sure. But in my experience what I have seen is that Google is not going to reward you for being the Renaissance man or woman. Your approach should be to hone in and provide value way above what the competition is saying, expressed clearly with keywords in the right places in your content.
Narrow, narrower, narrowest, folks. The leads flow in to financial advisors who focus on a tiny sliver and aim to be the best to be found on Google!
-Sara Grillo, CFA
Learn how to get lower cost financial advisor leads.
#5 LinkedIn Prospecting Messages and Sequences that get Financial Advisors Leads
Like anything of quality, developing meaningful relationships with prospects takes time, patience, and the ability to exercise emotional control. If you have those tools and you are willing to learn new skills that can make it happen, then listen to this podcast.
There are unfortunately no actual LinkedIn messages for financial advisors that are disclosed in this podcast. But I do explain the methodology behind successful financial advisor LinkedIn messages and sequences that you can use to prospect and get new leads for your practice.
Financial advisors who want to prospect for new clients on social media have many different apps to choose from. You can use messaging apps on LinkedIn, Facebook, or others. I always suggest a low frequency, high personalization approach. You are a financial advisor or planner, not a washing machine salesperson, and if you are trying to reach affluent people an automated and impersonal message is not going to work. That is my view and if you agree then you should use my techniques for creating personalized messages that will not make you look like you start off on the wrong foot.
Remember that your worst enemy in marketing is appearing like the typical financial advisor. People who buy my e-book or subscribe to the Sara Grillo membership are able to get a copy of the two sentence financial advisor LinkedIn scripts that I discuss in this podcast.
Sara’s upshot on the best financial advisor prospecting podcasts
What’d ya think? Was this helpful?
If yes…
Learn what to say to prospects on social media messenger apps without sounding like a washing machine salesperson. This e-book contains 47 financial advisor LinkedIn messages, sequences, and scripts, and they are all two sentences or less.
You could also consider my financial advisor social media membership which teaches financial advisors how to get new clients and leads from LinkedIn.
Thanks for reading. I hope you’ll at least join my weekly newsletter about financial advisor lead generation.
See you in the next one!
-Sara G
Music is Nice to You by the Vibe Tracks
