7 Lead Generation and Client Acquisition Strategies

7 Lead Generation and Client Acquisition Strategies

Financial advisor prospecting techniques include both cold and warm strategies.


Cold strategies are costly, and are the least effective, while warm strategies can take more time, but are generally more successful.  An effective financial advisor marketing plan includes warm connector and/or expert strategies.

Connector strategies focus on the relationship, while expert strategies focus on authority in your niche market.

1. Relationship & Referral Marketing


One of the most cost-effective warm techniques is online and offline relationship and referral marketing.  Relationship marketing is effective, because people do business with those they know, love, and trust. It is also effective because the vast majority of people make purchasing decisions from an emotional state, and then justify it with logic.

There are a variety of relationship marketing strategies that work.  Some examples include one-on-one meetings, telephone calls, client events, heartfelt notes and cards, or emails and newsletters. Heartfelt cards and notes are powerful because the process is easy, and people are starved for connection.  We have seen amazing results from consultants, investment professionals, and small business owners who have implemented this strategy.

For maximum exposure and results in your relationship and referral marketing, access Bill Cate’s insight here: Massive Leads through Warm Introductions

2. Networking


Networking can either be an effective financial advisor prospecting technique that can grow your business, or it can waste your valuable time.  In today’s world, there are more networking groups than ever before!  Some groups are comprised of small business owners who are making little or no money, and can’t afford anything that would change their situation.  Unless you are financially free, or operating as a charity, attending these groups is not the best use of your time.

Other networking groups are comprised of successful entrepreneurs, small business owners, and executives.  Connecting with these members can produce amazing results in your business.  Trade shows can also be a very effective networking option if your ideal client is in attendance.

For maximum exposure and results in your networking efforts, check out Michael Goldberg’s recommendations here: Knock Out Networking: How to Generate More Leads, More Prospects, More Referrals and More Business

Related: The 7 Traits of Highly Successful Financial Advisors

3. Feeder Workshops


Feeder workshops are another excellent lead generation strategy to include in your marketing orbusiness plan.  They are effective, because they allow you to leverage your time (replace the 1-on-1 with 1-on-30), and produce significant returns for your effort.  Examples include community events, community feeder workshops, and lunch-n-learns.  A great approach is to present a lunch-n-learn or overview presentation to a group of 30-50 ideal prospects.  This provides an opportunity to get exposure, share your message, grow your funnel, and weed out undesirable prospects.  Many professional service providers have used these events to leverage their time, attract more ideal clients, and dramatically increase their revenue.

For more insight on reaching your ideal prospect through workshops, listen to Tom Hegna’s recommendations here: Lead Generation through Social Media, Seminars, and Technical Expertise

4. Social Networking


You can no longer ignore social networking.  Ideal channels include LinkedIn, Facebook, YouTube, Twitter, and Google+.  Once you know your ideal client, you want to identify what social media platform they access.  This can be found while conducting research.  The key is to build a relationship, connect with them offline, and ultimately work with them.  Prior to beginning a social networking process, create your business plan, and determine your lead generation strategy.

To learn how to master social networking, listen to Jeremiah Desmarais’ insight here: The Secret to Generating New Prospect’s Daily Using LinkedIn + Cold Emails

5. Socrates Wisdom


This is one of the most powerful strategies.  It includes creating questions, and interviewing clients in your niche market, interviewees (these are prospects that may never work with you), and referral partners (referral partners include centers of influence and reciprocal referral partners). When you know what your target market wants, how they want it and why, you can deliver it.  The result: you become the go-to person, and create a client attraction machine.

A great insight to implement Socrates wisdom can be found in Lloyd Lofton’s insight here: Predictable Buying Behaviors to Generate More Leads

Related: Insights on Marketing to the Affluent

6. Article Mania


Once you identify the topics that your niche market is interested in accessing, you can write about and publish articles on those topics.  These articles can be shared with clients, prospects, and referral partners who can read and share them with others.  They also can be shared on social media outlets.

Always put a call to action at the end of your article.  Examples include: “call us to schedule a free consultation” or “attend a workshop.”  This process is similar to what I am doing in this article. Some of you who are reading this article want to learn more financial advisor prospecting or client acquisition strategies so you can grow your funnel of qualified prospects.

7. To learn the 7th strategy as well as more insight on lead generation and client acquisition strategies, get your free pass to this year’s summit here: Lead Generation Summit

Annette Bau
Human Performance
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Annette Bau, CFP®, a Certified Financial Planner practitioner and the author of numerous products and four books including 101 Insider Secrets for Marketing to Affluent Women ... Click for full bio

China's Push Toward Excellence Delivers a Global Robotics Investment Opportunity

China's Push Toward Excellence Delivers a Global Robotics Investment Opportunity

Written by: Jeremie Capron

China is on a mission to change its reputation from a manufacturer of cheap, mass-produced goods to a world leader in high quality manufacturing. If that surprises you, you’re not the only one.


For decades, China has been synonymous with the word cheap. But times are changing, and much of that change is reliant on the adoption of robotics, automation, and artificial intelligence, or RAAI (pronounced “ray”). For investors, this shift is driving a major opportunity to capture growth and returns rooted in China’s rapidly increasing demand for RAAI technologies.

You may have heard of ‘Made in China 2025,’ the strategy announced in 2015 by the central government aimed at remaking its industrial sector into a global leader in high-technology products and advanced manufacturing techniques. Unlike some public relations announcements, this one is much more than just a marketing tagline. Heavily subsidized by the Chinese government, the program is focused on generating major investments in automated manufacturing processes, also referred to as Industry 4.0 technologies, in an effort to drive a massive transformation across every sector of manufacturing. The program aims to overhaul the infrastructure of China’s manufacturing industry by not only driving down costs, but also—and perhaps most importantly—by improving the quality of everything it manufactures, from textiles to automobiles to electronic components.

Already, China has become what is arguably the most exciting robotics market in the world. The numbers speak for themselves. In 2016 alone, more than 87,000 robots were sold in the country, representing a year-over-year increase of 27%, according to the International Federation of Robotics. Last month’s World Robot Conference 2017 in Beijing brought together nearly 300 artificial intelligence (AI) specialists and representatives of over 150 robotics enterprises, making it one of the world’s largest robotics-focused conference in the world to date. That’s quite a transition for a country that wasn’t even on the map in the area of robotics only a decade ago.

As impressive as that may be, what’s even more exciting for anyone with an eye on the robotics industry is the fact that this growth represents only a tiny fraction of the potential for robotics penetration across China’s manufacturing facilities—and for investors in the companies that are delivering or are poised to deliver on the promise of RAAI-driven manufacturing advancements.

Despite its commitment to leverage the power of robotics, automation and AI to meet its aggressive ‘Made in China 2025’ goals, at the moment China has only 1 robot in place for every 250 manufacturing workers. Compare that to countries like Germany and Japan, where manufacturers utilize an average of one robot for every 30 human workers. Even if China were simply trying to catch up to other countries’ use of robotics, those numbers would signal immense near-term growth. But China is on a mission to do much more than achieve the status quo. The result? According to a recent report by the International Federation of Robotics (IFR), in 2019 as much as 40% of the worldwide market volume of industrial robots could be sold in China alone.

To understand how the country can support such grand growth, just take a look at where and why robotics is being applied today. While the automotive sector has historically been the largest buyer of robots, China’s strategy reaches far and wide to include a wide variety of future-oriented manufacturing processes and industries.

Related: Smooth Tomorrow's Market Volatility With a Smart Approach to Robotics & AI

Electronics is a key example. In fact, the electrical and electronics industry surpassed the automotive industry as the top buyer of robotics in 2016, with sales up 75% to almost 30,000 units. Assemblers such as Foxconn rely on thousands of workers to assemble today’s new iPhones. Until recently, the assembly of these highly delicate components required a level of human dexterity that robots simply could not match, as well as human vision to help ensure accuracy and quality. But recent advancements in robotics are changing all that. Industrial robots already have the ability to handle many of the miniature components in today’s smart phones. Very soon, these robots are expected to have the skills to bolster the human workforce, significantly increasing manufacturing capacity. Newer, more dexterous industrial robots are expected to significantly reduce human error during the assembly process of even the most fragile components, including the recently announced OLED (organic light-emitting diode) screens that Samsung and Apple introduced on their latest mobile devices including the iPhone X. Advancements in computer vision are transforming how critical quality checks are performed on these and many other electronic devices. All of these innovations are coming together at just the right time for a country that is striving to create the world’s most advanced manufacturing climate.

Clearly, China’s trajectory in the area of RAAI is in hyper drive. For investors who are seeking a tool to leverage this opportunity in an intelligent and perhaps unexpected way, the ROBO Global Robotics & Automation Index may help. The ROBO Index already offers a vast exposure to China’s potential growth due to the depth and breadth of the robotics and automation supply chain. As China continues to improve its manufacturing processes to meet its 2025 initiative, every supplier across China’s far-reaching supply chains will benefit. Wherever they are located, suppliers of RAAI-related components—reduction gears, sensors, linear motion systems, controllers, and so much more—are bracing for spikes in demand as China pushes to turn its dream into a reality.

Today, around 13% of the revenues generated by the ROBO Global Index members are driven by China’s investments in robotics and automation. Tomorrow? It’s hard to say. But one thing is for certain: China’s commitment to improving the quality and cost-efficiency of its manufacturing facilities is showing no signs of slowing down—and its reliance on robotics, automation, and artificial intelligence is vital to its success.

Want all the details? Download the ROBO Global Investment Report - Summer Brings Best ROBO Earnings in Six Years or visit us here.

ROBO Global
Robotics and AI
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ROBO Global LLC is the creator of the ROBO Global® Robotics and Automation Index series, which provides comprehensive, transparent and diversified benchmarks representing the ... Click for full bio