Next level advisor

7 STRATEGIES TO

ELEVATE YOUR BUSINESS

Wendy Whitehurst

Social

Media

Image

Exposure

Know Your

Clients

Meaningful Communication

Promote Referrals

Centers of Influence

87% of US Adults with an investment account visit social networks regularly

Forrester Research 2012

1 billion 500 million 200 million

Image

Image

TAKE AWAY

Make sure your image is attracting the type of client you want to attract

Exposure

Exposure

TAKE AWAY

1 + 1 = 30,000 in Social Media

Know Your

Clients

TAKE AWAY

Knowing clients beyond AUM = Stronger Relationships = Referrals

Increased Event Attendance Meaningful Communication

Know Your

Clients

An advisor benchmark study shows that if you contact your best clients 12+ times a year you will generate 68% more revenue per principal than those that are contacted 6x or less.

Meaningful Communication

Birthdays: What birthday is it? Anniversary: Employment or Years in Business Educational Content Personal Interest Content Congratulations Upcoming events

Meaningful Communication

TAKE AWAY

Meaningful Communication, taking notice of your client’s lives, will engage,

create sharing and promote referrals

Meaningful Communication

Promote Referrals

Client Interest Events: Bring a Friend Joint COI Events Social Media

Clients

COI

TAKE AWAY

Give clients value, a great experience and a comfortable environment and

they will want to introduce you to their friends…but you must know your client.

Promote Referrals

Social

Media

Solidify your brand, image Drive web traffic & exposure Build and deepen relationships Build intel Educate, engage and inform Grow referrals & prospects Promote events

“80% of success is showing up don’t leave the other 20% to chance”

Woody Allen

Advisors Winning New Clients on Social Media

won new clients through Facebook

won new clients through LinkedIn

won new clients through Twitter

Accenture Survey, March 2013

40%

25%

21%

Success Stories

David Armstrong wins $3M account from a prospect who followed his firm’s Facebook page for 8 months. “A look inside LPL Financial’s Social Media Strategy” Financial-Planning.com

Paul Hees wins two IRA accounts after learning about a prospect’s Job switch via LinkedIn. “Social media tracks to help advisors get new clients.” Reuters

Sharon Gubinsky wins significant client resulting from the referral of a CPA who follows her on Twitter. “CPA stories on the social front: Bill Sheridan MACPA

55% Female, 48% Ages 35-54

Who is on Twitter? Everyone. Your clients, competitors, government officials,

celebrities, Media, LPL Financial

Twit.ter: A series of short, high-pitched calls or sounds.

#1 #36 #6

Getting Started: Sign up, Start following and learn

Observe competitors Clients, prospects, COI Investment News list of suggested feeds financial advisors should follow

Use Search.twitter.com

Twitter is an online social networking service that enables its users to send and read text-based messages of up to 140 characters, known as "tweets".

What is a Tweet….. LPL Financial ‏@lplfinancial

Want to prepare for #retirement? Talk to your advisor about these 6 tips,

via @MoneyMag_Penny: http://cnnmon.ie/XnwlNk

Reply Retweet Favorite More

#=Hashtag

Retweet

@=Mention

Reply

DM=Direct Message

TAKE AWAY

Post engaging content Follow clients, prospects, COI, industry folks

(don’t forget the search function) Check your feed for info on those you follow

Use @ mentions, replies & retweets Use hashtags to put your tweets into categories

“The future will depend on what we do in the present.”

Mahatma Gandhi

Build your professional network Follow companies Collect intel & Use introductions Join Groups for exposure outside of your network

Add Applications: Events, Company Buzz, SlideShare, Reading List, WordPress

Compliance note: New endorsement feature must be disabled

68% Ages 25-54

42% Female

TAKE AWAY Post engaging content

Connect with Clients, Prospects, COI Check profiles for info, intro opportunities Follow companies to look for $ movement

Join groups, participate in discussions Take notice: pay attention to status updates

Prospects = 2nd & 3rd degree connections

TIP: Add tags and keywords to your videos so that your channel and videos show up in Google searches more often.

55% Female 55+ Fasting Growing Age

58% Female 52% Ages 50-64

www.YouTube.com/LPLResearch

Create a Google account Create your YouTube channel. This is a dedicated page where you can organize and share video Name your channel, but keep in mind your name can’t be changed Add content

TAKE AWAY

Post engaging content Subscribe to channels of interest (LPL Research)

Post video to web site, social media, e-mail

Engaging users is more important than number of “likes,” create virility

Utilize info of user “likes”

Use messaging to promote referrals

Facebook Ads

Prospects = Friends of Friends

55% Female 55+ Fasting Growing Age

55% Female 55+ Fasting Growing Age

Social

Media

TAKE AWAY Post engaging content to encourage sharing Utilize resources for content & time savers

Gain maximum exposure: 1+1=30,000 Cross promote platforms & promote through web site,

e-mail signature & client communication Promote referrals through connections & likes Gain information about clients, prospects, COI

Post 2-4 x a week

More Success Stories Mark Scribner wins $2.4m 401K rollover from an acquaintance he Noticed checked out his LinkedIn profile. WSJ Blogs

Jim Bourke’s (CPA) knowledge of a prospect’s car racing passion from hisLinkedIn update wins him a new client. Bob Scott, Editor, Progressive Accountant

Jo Lay (Realtor) closes two outgoing referrals by learning of the Passing of a friend’s aunt on Facebook & the need to sell 2 homes. Carol Poston, Caldwell Banker Interview for YouTube

Don’t wait.

Choose at least one thing we have talked about today to implement.

704-898-5585 wendy@custommarketingsolutionsinc.com