I created this video to share strategies you can use to stay on top of mind with your clients, centers of influence and prospects in a “socially-distanced” post-Covid-19 environment.
Don’t have time to watch? Read the transcript below!
Hi everyone. It's Amy Parvaneh from Select Advisors Institute. A huge question we've been getting recently from a lot of our clients and advisors contacting us has been what I thought I'd create this video about. And that is, "How do I stay on top of mind to my prospects and clients as well? Now that most of us are in lockdown and you can't really be out and about that much, how can I stay on top of mind to those individuals?" Look, back then we used to have client events, we used to go to golf clubs, we used to have spa retreats, we used to see our clients all the time, and now it's difficult with so many people being in lockdown either mandatory or personal choice. So there's a lot of social distancing and it's very difficult to actually meet with your clients and prospective clients in person.
And we wanted to share with you guys a few key strategies that you could use to stay on top of mind, especially during this time, because a lot of people may be reevaluating their financial advisors and they may be open to wanting to speak with someone new, but how can they find you? So let's talk about that on this video. Again, if at any point on this video you wanted to ask me any questions about what I've just mentioned or about our programs or anything like that, just click the link below. And as always, please click the subscribe button so that I could create more videos like this for you guys.
So without further ado, let's talk about the top three strategies all financial advisors could use to stay more on top of mind to their prospective clients, and their clients for that matter. All right guys, so I mentioned I'm going to talk about the top three strategies financial advisors could use to stay on top of mind to their prospective clients. These strategies could also be used for your clients as well, but let's talk about prospective clients in this video. How could you be on top of their mind? Especially during this lockdown, during all the market volatility, during a time when so many people are confused about what to be doing with their finances, they may be definitely open to a second opinion. So how can you be that second opinion option for them?
So strategy one is as you may imagine, seeing this probably on social media is to be a lot more visible on social media. By social media, now that is a very wide category. We have Instagram for more retirees, we have Twitter for more politically charged or more people looking to get their opinions out. And then we have LinkedIn for more business professionals. There's different for different platforms. You really need to be much more active on there, and the number one way you can be really present on social media is to be a little bit more vulnerable. I've included a video before, if you're an advisor on a wirehouse side, you obviously have a lot more handcuffs on you. But even with that, there are ways you can personalize what you're writing on there and be a lot more vulnerable to these prospects.
By vulnerable, what I mean is you have to open yourself up a little bit more. The more you open up about your life, about your views, about something a little bit more cutting edge, the more views you're going to get. And you don't always have to post investment related stuff. You could post things about what you're doing with your kids. Family videos and photos go a long way. Now we don't want LinkedIn to turn into another Instagram, but people also want to know who are they talking to? "What is this person's views? Who is he or she? Be a little bit more genuine and watch the number of followers and likes and views go up. Now, you also want to personalize your strategy in talking to them. You want to write individual InMails and emails to your followers and just say, "Hey, I'm here." You don't want to get a meeting all the time because people will tune out if that's what you're doing, but you really do want to say, "Hey, I still exist. I'm here for you if you need me."
The number two strategy you could stay on top of mind with your prospective clients is through more video. Video contact goes a long way to make sure people know that you're there, what you look like, how you talk, how you present yourself. Now, video, you don't need to be a supermodel to create videos. There's a lot of great filters and edits that you could add. We could help you if you needed some or we'd give you some direction. But there's also different types of video. There's infographics, there's video interview, there's a video of a video interview without the second person being in the video. And then there's a tutorial format like this. There're so many different video formats that you could use. If you work on a wirehouse and you don't have that capability, find out from your marketing team what you do have. But definitely you need more video in today's day and age to show the world you exist and how you think, what you're saying, because that person needs to picture themselves sitting in front of you in this digital virtual world.
And the third strategy we are recommending in this COVID lockdown, social distancing, digital world that we've all entered for you to stay on top of mind with your prospective client is to reevaluate a lot of the marketing budgets you had in the past. Let's say you were able to throw lavish events, or you were able to travel across the country and meet with your prospective clients, now those are taken away. So how can you put that back into more gifts or maybe more virtual wine tasting nights? Things that are virtual but will have the same impact. If you need someone to think a little bit more outside the box and more creatively, definitely schedule a call with us. We'll help you with our event planning strategies and give you some insight as far as what you could do, but we definitely have a lot of great ideas that we think you will find interesting.
So just think outside the box. Look, remember all those costs that would go to lavish dinners, wines, travel. You don't have those costs anymore. So how are you putting that back out and back in your business going forward? Because you need to put that somewhere if you are going to reinvest back into your business. Well, this was a lot of information. Hopefully you found it helpful. If you have any questions or if you'd like to further discuss this, we're always here at selectadvisorsinstitute.com, or just click the link below to learn a little bit more about we could do. Thank you.