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.
Please take a look at https://financialadvisorsleads.com/
and if you want to know more, email me at frank@frankfurness.com or call +44
7711 672888
#lifeinsurance #wealthplanning #mortgages
