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Working in the Financial Services businesses around the world, I still find many brokerages who have dedicated BDM teams just banging away on the phones and cold calling with some level of success, but nothing like it was before.
When I started in Financial services in the 80’s, that is what I was trained on.
I would come into the office every morning at 8am and cold call for two hours. My goal was to speak to 20 people (forget those that did not answer or were not there) and secure four appointments.
Doing this every day would guarantee me 20 appointments a week and statistics showed me that on average one of those 4 appointments would not there (big dilemma, should I confirm the appointment just before I leave and give them the opportunity to cancel), one would not know why I was there, I would present to two and sell one.
Yes, in those days it was a one appointment sell.
Dedicate 90 minutes to relax the client, do a fact find, come up with the premium from the rate book, close the sale, complete the application and get three referrals.
I was pretty good and became one of the top salespeople in my first and following years.
We were then taught more advanced strategies like swap clubs, social networking, #referrals and business #networking.
With the era of social media came #blogging, great websites, #YouTube and #Facebook Marketing and writing articles.
Right now, the best way of reaching targeted clients is using #LinkedIn
I have 28,500 connections, post every day and get thousands of views and hundreds of comments.
There is some moderate success, but not what I really want…. To get paying clients who have a need where I can pitch my solution.
When I speak to financial advisors all over the world, they want fancy websites, LinkedIn and prospecting training and want to know how to use advanced Google searches.
What this really boils down to is ‘How can I find targeted prospects that have a need that I can solve and sell to’.
I considered this for a long time as we had the same dilemma when we had our financial services firm in London and tried buying leads that were not very good.
After some hard work, I found a company that specialized in finding targeted leads for the legal and dental industry with great success and approached them with a view to exploring the financial services market.
We started with mortgage brokers and this was hugely successful and we have now formed a company that specializes in financial services leads, please take a look at https://financialadvisorsleads.com/
How it works is that you set up a call with us so that we can discuss your requirements.
You would then purchase a minimum of 50 leads and we would start our campaign which includes Facebook and LinkedIn advertising as well as Pay per click Google adverts together with a number of other social media channels to get in front of your target audience, send them to our landing page and have them complete a form that would express their level of interest.
This takes around three weeks and you would then be given your 50 leads that would be unique and not sold to anyone else.
Our experience has been that there is a 5% success rate, but that has been in the dental and legal fields where they don’t have specialized salespeople, rather a receptionist with little in sales skills trying to make the sale.
Financial services advisors are highly trained and professional and would most certainly have a better closing ratio.
I know from my experience in the financial services market, the average sale will bring in roughly $5,000 in commission or fees.
So, if you are purchasing 50 leads at US$80, your outlay is $4,000.
If you are awful at sales and convert only three out of the fifty leads, you will still be having a return of $15,000 on your $4,000 Investment.
If you are good at sales and convert six, your return is $30,000
Think about it, no more time wasted on BDMs, cold calling, hours on social media channels, trying to convince people that don’t have a need.
Now you have targeted leads, less hassle and more profit.
#lifeinsurance #wealthplanning #mortgages