Sales and Marketing

You can be the best financial advisor in the world but if people don't know you're there, they'll miss out -- and so will you. And when people do find you, either through a referral or targeted marketing strategy, how are they likely to respond?

I’m in Chicago today where I’ll be speaking on a panel about social media and building a strong online presence at the Women Advisors Forum.

Leaders who focus on employees' best attributes reap the greatest rewards.

In the May issue of Financial Planning magazine, I discussed how client perceptions may have changed over the past three years. I use the term Client 2.0 to describe this more-cautious and aware buyer, and offered thoughts on how you can better connect using an evolved Client Communications 2.0 plan. I spoke with several smart, accomplished advisors and industry consultants such as Ed Jacobson, Steve Saenz, Carol Anderson and Amy Mullen to hear their comments.…

Generating more business and client referrals could be as simple as segmenting your client base.

When you start putting pen to paper (or fingers to keyboard), think carefully about the words and the style you use. Every communication is an opportunity to reinforce your positioning, market your firm and your build your brand. Sometimes, dear mild-mannered financial planners, it’s okay to be bold – and even a bit (gulp!) bossy. It’s a noisy world out there. Your ads, flyers and other marketing promotions must stand out and grab attention. …

Are you using one of these tried-and-true referral methods to reach new prospects?

Public relations is one of the best ways to increase awareness and build credibility, yet many advisors don't take full advantage of this marketing tool.

Behavioral finance has been kicking around the halls of academia for several decades, but now some financial companies are finding ways to apply these concepts in the real world.

Brokerage firms are using all available measures to support their advisors and regain client trust.