Financial Advisor Marketing Podcast

Do you know how much it cost to generate your last new client - from being a random stranger to a paying client? Most financial advisors cannot answer this. But even the advisors who know this number are likely making a mistake that can potentially bleed your business dry! The mistake? Trusting your brain!  The human brain is notorious at miscalculating certain things - and marketing spend is one...

After speaking with more than 10,000 financial advisors, I've realized that there are 4 metrics that can reliably predict whether or not your business will make you rich.  But here's the problem: Most advisors have no clue what these 4 metrics are! Even fewer of them are actively tracking, optimizing, and strategizing around increasing these 4 metrics. And so, the result is far too many advisors w...

Financial advisors set themselves up for mediocrity or outright failure not because they lack the knowledge, skills, or intelligence to earn $1M per year, but for something far simpler (yet arguably harder to come to terms with). The problem? You're vastly underestimating the amount of leads required to succeed. This can lead to burnout, dips in your confidence, procrastination, shiny object syndr...

If you've run direct mail campaigns in the past and they haven't resulted in new clients, you're probably making a mistake that 90% of financial advisors make:  Your direct mail campaigns look like marketing. Problem is, your ideal clients hate being sold to (even if they desperately need your financial services). And so, if your mailers even smelled like marketing then they were tossed directly i...

Most advisors think that lower prices are more attractive to their ideal clients. But this actually goes against everything we know about the brain, psychology, and neuroscience.  In fact, it's not just true that we value higher priced goods more than lower priced goods, but the same product delivered at two different price points produces two different client experiences.  In other words, your cl...

As a financial advisor, I'm willing to bet almost nobody reads your LinkedIn posts.  But where most advisors trip up is that they think it's a content problem. So, they spend more time creating their content to be smarter, better, and more thorough.  But this is a big, fat mistake.  Why? You don't have a "content" problem - you have a "nervous system" problem! If you want people to read (and act o...

I have tested millions of different emails over the years. And that's not a figure of speech:  I've literally sent millions across my list that I have that I operate personally, across campaigns that I've seen inside financial advisors' businesses, and emails that I have privately written for them when I was doing coaching. And you know what? I've stumbled on three types of emails in particular th...

To celebrate a milestone 400th episode (more than 200 hours of me running my mouth), I've decided to give you a "cheat sheet" of sorts: I've rounded up my 10 best marketing ideas I've ever uttered on this show, and put them on a silver platter for you in this episode. If you implement just one of these 10 ideas, you might double your income before the year ends.  But if you take all 10 and impleme...

I have noticed some financial advisors depending way too much on artificial intelligence. They use it for everything: Their emails, their outreach, their social media posts, their blog articles, their ad copy, and, worst of all, their client appreciation notes! Not only does using AI too much cause cognitive atrophy and decline, but it's never going to create as successful marketing as your own no...

Most financial advisors think they have a marketing system because they can reliably land appointments and get new clients. But when you take a closer look, their entire marketing "system" is based solely on their output.  You might have consistency and great habits which support it. But what happens if you get sick, take a vacation, or would just rather spend a day at the beach than stare at a sc...

If you want to understand what makes an email "tick" to the point that one solitary email can lead to 14 high-quality appointments on your calendar, then you've found the perfect episode.  Today's show contains a real email a real advisor sent to a somewhat "cold" list… and landed 14 appointments from his 20 or 30 minutes of effort.  Not only will I share this email "as is" in the episode, but I a...

Most advisors foolishly think that the secret to winning high-quality clients is becoming more competent.  I get why you believe this: The entire industry is built to make you believe this. But here's the problem:  This is NOT true. It's been proven scientifically, by two Harvard researchers mind you, that likeability beats expertise.  Worst part? In the financial advice industry in particular, th...

Have you ever lost a highly qualified and interested prospect to a competing financial advisor? (If you answered "no," then you should know that you're lying to yourself…)  Almost every advisor has lost a prospect to another advisor. Problem is, your prospects who choose another advisor over you never tell you why they decided to go with that advisor. In fact, you'll likely never hear from that pr...

What do you say when people at parties or other social outings ask what you do for a living? Most advisors have the same, lame answer as other advisors: They say their job title.  This kills more conversations, more potential appointments, and more possible clients than perhaps any other sentence you utter.  Why? Because when you answer with your job title, you sabotage the other person's curiosit...

I am constantly asked by financial advisors who tried LinkedIn but failed with it whether or not it's really a platform for getting high-quality clients.  My response? Yes, financial advisors are really getting clients from LinkedIn. But only if they're not making one of the four fatal mistakes I reveal in this episode.  Unless you've only tried LinkedIn for a day and gave up as quickly as you sta...

The multi-billion dollar self-help industry has a deep and dirty secret:  They sell you junk food dressed up like health food. Not only do some of the most commonly parroted lines and "lessons" not actually help you… but many will actively hurt you and your business.  In fact, there are 7 such self-improvement lies that will do more harm to your business, your wealth, and your future than good.  I...

Here's something you might not like to hear, but you need to hear it: The reason you're not as successful or effective as you want isn't because of the market, the economy, or any other external factor. The reason is you.  Take, for instance, the fact every listener of this show knows enough to get started. And yet, the vast majority will let that information die in the deep recesses of their mind...

I'm feeling extra generous and reflective in this episode because the July Inner Circle newsletter, my 100th straight issue, is the single best newsletter I've ever written.  The process of writing this celebratory issue has left me overflowing with ideas. Which means you're in for a treat in today's show.  I'm giving you 10 of my best secrets I've learned from spending more than a decade helping...

50 clients seems to be the threshold where the entire game changes:  Either your first 50 clients are wealthy, high-quality ones who "get" you (which paves the way to unbelievable marketing effectiveness and growth)… Or your first 50 clients are random, low-quality ones who frustrate you, stifle your marketing effectiveness, and keep you trapped in mediocrity.  That's why I recorded today's episod...

I have personally reviewed 1000s of financial advisors' "About" pages over the years, and I am not exaggerating when I say that somewhere between 90 and 95% are just horrible.  They are actively repelling their ideal prospects.  The reason?  Most advisors think their About page is a resume in narrative form. And so, they say the same things: You went to such and such university, you have a CFP, yo...

I am tired of financial advisors telling me that they cannot grow but they just don't have the budget for paid ads. In almost every case, this is an excuse. And a rotten excuse at that.  These advisors think their lack of marketing spend is the reason they can't grow. But the true problem is much deeper than that. Your lack of marketing is a symptom of the deeper problem. And I prove it in this ep...

The single most effective, fulfilling, and fun way to market your financial services is by leveraging the incredible powers of niche marketing.  But if you're like most advisors, you go about picking a niche in a completely backwards way, burning out before getting any real traction, and giving up way too soon.  That's why I recorded this episode.  If you listen to it, then implement what's discus...

Ethical persuasion is your professional obligation to your prospective clients.  But most advisors don't believe this because they fall into one of two extremes:  They either ditch the "ethical" part and dive into unethical manipulation tactics to trick their prospects into forking over their hard-earned money…  Or they think the complete opposite: That persuasion is beneath them. And thus, don't...

Most of what you do in marketing will not produce the results you desire. That's the harsh reality behind the mathematical structure of marketing.  But it's your mind that turns mathematical realities into a problem.  Here's what I mean: After racking up a couple of embarrassing marketing failures, most advisors think they're a failure and give up. They don't realize that every marketing failure s...

If you are a financial advisor who wants to get more clients with Facebook Ads, then, well, this might be the most important piece of content you ever come across.  I'm sharing my top 20 Facebook Ads tips for financial advisors in today's show. The only other way to even get the secrets I share in this free episode is by forking over thousands of dollars a month to an advertising agency - for mont...