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What to Track in Financial Marketing Performance: The Metrics That Actually Drive Growth

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“What to track in financial marketing performance?” If you’re a financial advisor, wealth manager, or insurance professional trying to grow in a competitive, compliance-heavy market, that question is likely what you’d type into Google right before you open your CRM, stare at your dashboard, and wonder why nothing lines up. You can see impressions, clicks, followers, and open rates—but you still can’t confidently answer: Is my marketing generating qualified appointments and revenue? Even worse, many firms over-track vanity metrics and under-track the few numbers that explain what’s working, what’s wasting spend, and what to fix next.

The challenge is that financial services marketing has longer sales cycles, higher trust requirements, and more friction than typical consumer campaigns. A prospect may engage for weeks (or months) before booking a call, and the “win” often depends on how marketing connects with your intake process, follow-up system, and sales conversations. That’s why the right tracking framework isn’t just about digital analytics—it’s about tracking the full path from attention to appointment to assets.

To track financial marketing performance properly, measure the funnel in three layers: (1) Demand generation (traffic, reach, and click behavior), (2) Lead and appointment quality (conversion rates, show rates, and qualification), and (3) Revenue outcomes (cost per acquisition, lifetime value, and ROI). This keeps you grounded in real business impact—not surface-level engagement.

The most reliable approach is to define a small set of “executive metrics” you review weekly, then a supporting set of diagnostic metrics you review monthly. Executive metrics answer: “Is it working?” Diagnostic metrics answer: “Why is it working (or not)?” When those metrics are tied to your CRM and tracked consistently, you stop guessing—and start scaling.

What to track in financial marketing performance (the essential scorecard)

1) Pipeline & revenue metrics (the truth layer)

If you track nothing else, track these. They connect marketing to business results.

  • Cost per qualified lead (CPQL): Not “leads,” but leads that match your target client profile.

  • Cost per appointment (CPA): Total marketing spend divided by booked calls.

  • Appointment show rate: A major predictor of actual pipeline quality.

  • Close rate (by source): You may close 2x better from webinars than paid search. Track that.

  • Cost per client acquired (CAC): Your all-in marketing cost to win a new client.

  • Revenue per client / gross profit per client: Helps you avoid scaling low-quality channels.

  • Marketing sourced AUM (if applicable): For wealth management, track assets attributable to marketing origin.

  • ROI and payback period: How long until marketing recovers its cost?

2) Funnel conversion metrics (where performance is won or lost)

These show where prospects drop off so you can improve the system.

  • Landing page conversion rate: Visitors to lead/booking actions.

  • Lead-to-appointment rate: If this is weak, your offer, follow-up, or scheduling flow needs work.

  • Speed-to-lead: Minutes matter; response time can double appointment rates.

  • Email/SMS follow-up engagement: Open, click, reply rates tied to booked calls—not just “engagement.”

3) Channel performance metrics (so you invest in what works)

Track per channel (Google Ads, SEO, LinkedIn, webinars, referrals, events):

  • Qualified traffic share: Not just volume—how much matches your ICP.

  • CTR and CPC (paid): But only as secondary metrics to CPQL and CAC.

  • Organic rankings and non-branded clicks (SEO): Indicates growth beyond your name recognition.

  • Content-assisted conversions: Which guides, videos, or FAQs influence booking and closing?

4) Trust & brand metrics (financial services needs credibility)

These help quantify reputation and authority.

  • Review velocity and average rating: Track trend and sources.

  • Branded search volume: Signals rising awareness.

  • Share of voice: How often you’re present in key search categories.

  • Compliance-safe content consistency: Publishing cadence and approval cycle time.

How to turn tracking into decisions (simple weekly rhythm)

A practical weekly review includes:

  1. Spend by channel

  2. Appointments booked + show rate

  3. CPQL / CPA

  4. Opportunities created

  5. CAC trend (or projected CAC based on pipeline)

Then monthly, diagnose: landing page tests, creative/message performance, call outcomes, and cohort close rates by source.

Learn more
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****Select Advisors Institute is not a registered investment adviser and does not provide investment, legal, or tax advice. We are a boutique management consulting firm deeply embedded in the wealth management, asset management, family office, and UHNW sectors - advising financial institutions on strategic growth, talent development, investor communication, and brand positioning, while guiding ultra-high-net-worth families in advisor selection, coordination, and the day-to-day management of complex wealth structures.