You did it! You attracted a valuable lead or two.
Now it's time to make it count and get the most out of your marketing efforts with an intentional sales process.
This presentation with special guest, Shauna Mace CEO and Growth Consultant of Shauna Mace LLC, will share exactly how financial advisors can increase their sales success through:
- Shortening the sales cycle
- Increasing conversion rates
- Building referral relationships
- Increasing efficiencies through technology and data.
How the Most Successful Advisors Fill Their Calendars With Qualified LeadsSamantha Russell
Working so hard to get qualified leads to book on your calendar can get old - quickly.
But what if things could be different?
You open up shop for the day, check your calendar and like magic, it's full of new prospect meetings with qualified leads. And you didn't have to lift a finger.
We'll show you how this utopia can become a reality. And why it’s easier than you'd think.
Learn how to market to attract more clients, close more sales, and grow faster to reach your goals.
The Daily Digital Marketing Schedule Proven To Work for Financial AdvisorsSamantha Russell
No marketing help? No problem.
We're showing you exactly what you need to do Monday through Friday to get the most marketing ROI.
Join Twenty Over Ten's CMO and InvestmentNews' 40 Under 40 honoree, Samantha Russell, to discover the exact steps you need to take to:
- Update your website for maximum impact and lead conversion
- Ensure your emails get opened
- Boost engagement on your social media posts
- Generate a larger following on social media
Learn the Secrets of How One Advisory Firm Attracted 20 Leads in 6 Months Usi...Samantha Russell
Since going independent in 2017 Steve Conroy Director of Business Development at Braun-Bostich & Associates, Inc. has learned the hard and fast truth about what to do and what not to do when it comes to digital marketing.
So how did he leverage the power of inbound marketing to double its audience and reach? Was it niche-specific content, social media advertising, the smart use of technology for lead scoring and qualification, or a magical “marketing dust?”
Find out in this live webinar with Steve where he’ll share the secrets to success and answer your most pressing questions about inbound marketing, going independent and so much more.
Designing Video Content for Social Media MarketingFRAME 316
How do you break through the clutter of video content being created on a daily basis on social media. If you are a thought leader, an entrepreneur or even a layman with a serious message to tell, how do you use video to send a message across. Is the word “viral” a good thing? Is this something that can be made?
You don’t need advanced video editing skills, or the most expensive camera to get started with creating value-centric content for social media. All you need is a clear message and a smart phone at the very least.
Learn the thought process behind designing video content that would resonate with your target audience, use your authentic voice to communicate a message and use a specific strategy to build your audience.
URLS:
Mobile filmmaking: https://vimeo.com/125617278
Two Bakers Cafe: http://framethreesixteen.com/portfolio/artisanal-cafe-experience-with-two-bakers/
SG Pain Solutions: http://framethreesixteen.com/portfolio/brand-story-no-pain-your-gain/
Social Media Strategy: How Much Time Does a Good Strategy Take?Buffer
Does juggling social media management along with an armful of other task sound familiar to you? If so, I thought it might be helpful to detail what I’ve found so far and to show what all’s involved in the way that we go about managing our social media strategy at Buffer.
How the Most Successful Advisors Fill Their Calendars With Qualified LeadsSamantha Russell
Working so hard to get qualified leads to book on your calendar can get old - quickly.
But what if things could be different?
You open up shop for the day, check your calendar and like magic, it's full of new prospect meetings with qualified leads. And you didn't have to lift a finger.
We'll show you how this utopia can become a reality. And why it’s easier than you'd think.
Learn how to market to attract more clients, close more sales, and grow faster to reach your goals.
The Daily Digital Marketing Schedule Proven To Work for Financial AdvisorsSamantha Russell
No marketing help? No problem.
We're showing you exactly what you need to do Monday through Friday to get the most marketing ROI.
Join Twenty Over Ten's CMO and InvestmentNews' 40 Under 40 honoree, Samantha Russell, to discover the exact steps you need to take to:
- Update your website for maximum impact and lead conversion
- Ensure your emails get opened
- Boost engagement on your social media posts
- Generate a larger following on social media
Learn the Secrets of How One Advisory Firm Attracted 20 Leads in 6 Months Usi...Samantha Russell
Since going independent in 2017 Steve Conroy Director of Business Development at Braun-Bostich & Associates, Inc. has learned the hard and fast truth about what to do and what not to do when it comes to digital marketing.
So how did he leverage the power of inbound marketing to double its audience and reach? Was it niche-specific content, social media advertising, the smart use of technology for lead scoring and qualification, or a magical “marketing dust?”
Find out in this live webinar with Steve where he’ll share the secrets to success and answer your most pressing questions about inbound marketing, going independent and so much more.
Designing Video Content for Social Media MarketingFRAME 316
How do you break through the clutter of video content being created on a daily basis on social media. If you are a thought leader, an entrepreneur or even a layman with a serious message to tell, how do you use video to send a message across. Is the word “viral” a good thing? Is this something that can be made?
You don’t need advanced video editing skills, or the most expensive camera to get started with creating value-centric content for social media. All you need is a clear message and a smart phone at the very least.
Learn the thought process behind designing video content that would resonate with your target audience, use your authentic voice to communicate a message and use a specific strategy to build your audience.
URLS:
Mobile filmmaking: https://vimeo.com/125617278
Two Bakers Cafe: http://framethreesixteen.com/portfolio/artisanal-cafe-experience-with-two-bakers/
SG Pain Solutions: http://framethreesixteen.com/portfolio/brand-story-no-pain-your-gain/
Social Media Strategy: How Much Time Does a Good Strategy Take?Buffer
Does juggling social media management along with an armful of other task sound familiar to you? If so, I thought it might be helpful to detail what I’ve found so far and to show what all’s involved in the way that we go about managing our social media strategy at Buffer.
Content marketing show 2013 selling the content marketing story - 29.05.201...Pak Hou Cheung
Selling the Content Marketing Story - Pak Hou Cheung's presentation for the Content Marketing Show in May 2013.
Located at the Institute of Education near Russell Square Station, in London.
Stacey Ruth of Actio Marketing (@actiomarketing) on how to create more effective event marketing campaigns. Presented at PYM LIVE Atlanta 2012 on March 1. #yaypym For more information on PYM LIVE Events, visit: http://planyourmeetings.com/events.
You’ve got Twitter, Facebook, and Pinterest campaigns planned through year’s end, everything is humming along smoothly, and your analytics look great. Suddenly! Your social media manager announces she’s taking a job overseas!
Want to learn all about online marketing but not sure where to start? In today's presentation we give you the 101 free online marketing resources that we personally used to learn the craft.
In the past week, I’ve felt the power of the influence shifting in the social business marketplace. It seems that most brands have figured out that it’s more authentic, genuine, and real to partner with an influencer than to run more social media advertising. I’ve literally had 4 different brands reach out to partner on Twitter & Instagram with content, and they want me to feel rewarded for sharing their awesome content. It’s a new strategy to really deliver to the social media audiences based on the niche of the influencer. Also a term you might start to hear more is “micro-celebrity”, these are folks that have a following that is smaller than 100K on any platform. We all want to partner with Taylor Swift but to keep it real, not many brands can afford the endorsement with such a superstar. So the alternative is to work with 5-10 micro-celebrities that are all focused in a niche that serve your CUSTOMERS!
Develop your own small business social media strategy tailored to your brand, your customers, and your staff. Follow the 6 steps to define your plan, assign responsibility, get started, and follow through.
Get the book http://socialmediaforeventsebook.com - An infographic about using Twitter for event marketing, sales, event PR, customer service, research.
Twitter is a powerful tool for #eventprofs. This infographic will give you top tips in regards to:
- What events is it best for?
- What is the Twitter etiquette for event planners?
How to Optimize Your LinkedIn Presence to Generate New BusinessSamantha Russell
LinkedIn is home to the largest group of influential, affluent, and educated people worldwide. Yet the truth is that LinkedIn is one of the most underrated marketing channels among financial professionals.
It’s no longer enough to just simply have a LinkedIn profile, you need to have a presence that cuts through the noise. Join us for this one-hour workshop with Samantha Russell, Chief Evangelist, to learn exactly how to optimize your LinkedIn presence to generate new business.
Learn how to supercharge your activity on LinkedIn, including:
- 5 steps to creating a strong profile
- How to develop a thoughtful and engaging content strategy
- Latest updates on the LinkedIn algorithm
- How to attract followers and drive engagement
The Burrito Principle and Beyond: 10 Unique Marketing IdeasBuffer
How can a marketing idea or bit of advice stand out from the crowd?
We’ve certainly been eager to experiment with answers to this question—headlines, timing, frequency, etc. How about giving your great marketing idea its own name?
In this post we’ll explore 10 unique ideas to improve your marketing, each with a distinctly memorable name and concept.
Many marketers are banging their heads against the wall
wondering why influencers won’t return their emails or
promote their programs. The reason? Small mistakes can often have a big impact.
To help make your influencer marketing a winner, we have tapped 15 top marketing influencers for reasons they've not responded to a request and included 25 ways to help you win.
MozCon Virtual - Surviving the Covid News Agenda and What It Means for the Fu...Shannon McGuirk
For the past 18 months, my mindset has been firmly set in ‘survival mode’ due to the trials and tribulations that the global pandemic has brought forward. I will be opened up about my learnings sharing insight into how Aira’s digital PR team was able to pivot their link-building activity for clients on a hairpin, whilst navigating an oversaturated news agenda at the same time as being under pressure from clients around return on their investment.
Using ‘survival mode’ experiences, I share clear tactics setting the standard on how to future-proof your digital PR and link building. These tactics will show you how to adapt to the ever-changing news landscape and how to improve your processes from ideation through to outreach.
Social Media & Reputation Management: The Why and The HowDaniel Riveong
Presented at Social Media Marketing Summit in San Francisco, this presentation present approach to actual reporting on understand a Social Media Reputation Management campaign.
Social media has become a prominent platform for businesses today. Small businesses establish themselves over the web through this easily accessible and
Build a Strong Sales Pitch When Selling InsuranceSalesScripter
It can be tough to sell insurance. Everybody needs it, nobody enjoys buying it, and a lot of people sell it.
The key to success is having a strong sales pitch that not only sounds better than the competition, but one that also clearly communicates to prospects.
If you sell insurance, join us for our webinar on “How to Build a Strong Sales Pitch When Selling Insurance” where we will break down how to stand out from the competition and build interest at the same time.
On this content packed training, You're going to learn my proven formula to double your real estate business, the right way!
I'm not guessing at this, over the last decade I've helped thousands of agents double their business and live more successful, fulfilled lives.
Here's some of what you'll learn...
- How to double your business following this proven model
- What niches gush the most profits in your market
- How to increase your repeat and referral business
- How to systematically grow your business each and every year
- Take out the guess work in acquiring and training team members
Plus much much more!
Content marketing show 2013 selling the content marketing story - 29.05.201...Pak Hou Cheung
Selling the Content Marketing Story - Pak Hou Cheung's presentation for the Content Marketing Show in May 2013.
Located at the Institute of Education near Russell Square Station, in London.
Stacey Ruth of Actio Marketing (@actiomarketing) on how to create more effective event marketing campaigns. Presented at PYM LIVE Atlanta 2012 on March 1. #yaypym For more information on PYM LIVE Events, visit: http://planyourmeetings.com/events.
You’ve got Twitter, Facebook, and Pinterest campaigns planned through year’s end, everything is humming along smoothly, and your analytics look great. Suddenly! Your social media manager announces she’s taking a job overseas!
Want to learn all about online marketing but not sure where to start? In today's presentation we give you the 101 free online marketing resources that we personally used to learn the craft.
In the past week, I’ve felt the power of the influence shifting in the social business marketplace. It seems that most brands have figured out that it’s more authentic, genuine, and real to partner with an influencer than to run more social media advertising. I’ve literally had 4 different brands reach out to partner on Twitter & Instagram with content, and they want me to feel rewarded for sharing their awesome content. It’s a new strategy to really deliver to the social media audiences based on the niche of the influencer. Also a term you might start to hear more is “micro-celebrity”, these are folks that have a following that is smaller than 100K on any platform. We all want to partner with Taylor Swift but to keep it real, not many brands can afford the endorsement with such a superstar. So the alternative is to work with 5-10 micro-celebrities that are all focused in a niche that serve your CUSTOMERS!
Develop your own small business social media strategy tailored to your brand, your customers, and your staff. Follow the 6 steps to define your plan, assign responsibility, get started, and follow through.
Get the book http://socialmediaforeventsebook.com - An infographic about using Twitter for event marketing, sales, event PR, customer service, research.
Twitter is a powerful tool for #eventprofs. This infographic will give you top tips in regards to:
- What events is it best for?
- What is the Twitter etiquette for event planners?
How to Optimize Your LinkedIn Presence to Generate New BusinessSamantha Russell
LinkedIn is home to the largest group of influential, affluent, and educated people worldwide. Yet the truth is that LinkedIn is one of the most underrated marketing channels among financial professionals.
It’s no longer enough to just simply have a LinkedIn profile, you need to have a presence that cuts through the noise. Join us for this one-hour workshop with Samantha Russell, Chief Evangelist, to learn exactly how to optimize your LinkedIn presence to generate new business.
Learn how to supercharge your activity on LinkedIn, including:
- 5 steps to creating a strong profile
- How to develop a thoughtful and engaging content strategy
- Latest updates on the LinkedIn algorithm
- How to attract followers and drive engagement
The Burrito Principle and Beyond: 10 Unique Marketing IdeasBuffer
How can a marketing idea or bit of advice stand out from the crowd?
We’ve certainly been eager to experiment with answers to this question—headlines, timing, frequency, etc. How about giving your great marketing idea its own name?
In this post we’ll explore 10 unique ideas to improve your marketing, each with a distinctly memorable name and concept.
Many marketers are banging their heads against the wall
wondering why influencers won’t return their emails or
promote their programs. The reason? Small mistakes can often have a big impact.
To help make your influencer marketing a winner, we have tapped 15 top marketing influencers for reasons they've not responded to a request and included 25 ways to help you win.
MozCon Virtual - Surviving the Covid News Agenda and What It Means for the Fu...Shannon McGuirk
For the past 18 months, my mindset has been firmly set in ‘survival mode’ due to the trials and tribulations that the global pandemic has brought forward. I will be opened up about my learnings sharing insight into how Aira’s digital PR team was able to pivot their link-building activity for clients on a hairpin, whilst navigating an oversaturated news agenda at the same time as being under pressure from clients around return on their investment.
Using ‘survival mode’ experiences, I share clear tactics setting the standard on how to future-proof your digital PR and link building. These tactics will show you how to adapt to the ever-changing news landscape and how to improve your processes from ideation through to outreach.
Social Media & Reputation Management: The Why and The HowDaniel Riveong
Presented at Social Media Marketing Summit in San Francisco, this presentation present approach to actual reporting on understand a Social Media Reputation Management campaign.
Social media has become a prominent platform for businesses today. Small businesses establish themselves over the web through this easily accessible and
Build a Strong Sales Pitch When Selling InsuranceSalesScripter
It can be tough to sell insurance. Everybody needs it, nobody enjoys buying it, and a lot of people sell it.
The key to success is having a strong sales pitch that not only sounds better than the competition, but one that also clearly communicates to prospects.
If you sell insurance, join us for our webinar on “How to Build a Strong Sales Pitch When Selling Insurance” where we will break down how to stand out from the competition and build interest at the same time.
On this content packed training, You're going to learn my proven formula to double your real estate business, the right way!
I'm not guessing at this, over the last decade I've helped thousands of agents double their business and live more successful, fulfilled lives.
Here's some of what you'll learn...
- How to double your business following this proven model
- What niches gush the most profits in your market
- How to increase your repeat and referral business
- How to systematically grow your business each and every year
- Take out the guess work in acquiring and training team members
Plus much much more!
REA Leading yourself - creating a strong customer experience starts with me!...Matt Kesby
Have you ever had a sales meeting that didn't quite go as you expected?
Or
Maybe a customer interaction that could have been better?
What if there was a fundamental way to turn these situations around forever?
......
Thanks Dee A'Bear and the team at Realestate.com.au for having me in yesterday to share learnings from the last decade working with organisations around the world tackling challenges in our session:
"Creating a Strong Customer Experience Starts with me!"
Secret #1: Fundamental reason we WIN or Lose:
Hint: Self Leadership - MINDSET
Secret #2: How change your own behaviour
Hint: Forming good habits – SKILLSET
Secret #3: Listen and build tools to solve problems
Hint: Going the extra mile - TOOLSET
A special version of this presentation will be posted in the
FB Group "People & Technology in Property Management" very soon
https://www.facebook.com/groups/PeopleTechnologyinPM/
#lovesimplerent
#wearegova
SimpleRent.com.au
You CAN live throught this economic downturn if you know what to do. Follow these tips to a better tomorrow.
Vicki Garcia has been in business for over 24 years helping small businesses survive, grow and thrive. If you want support, call me.
10 Things to Do When You Feel Like You Suck at SalesSalesScripter
Regardless of how much experience you have selling, it can be easy to feel like you are not doing a good job. If you feel like that or that you do not know what to do to get better, join us for our next webinar “10 Things to Do When You Feel Like You Suck at Sales”.
In this training session, we outline 10 very practical things you can do that will immediately make you a better salesperson.
A SPLICE Expert Perspectives Webcast: Customer Experience Beyond SurveysSPLICE Software
Customer Experience (CX) has become a critical differentiator in today’s hypercompetitive, ultraconnected global marketplace. However, most organizations struggle due to technology restraints. This webinar shares simple, low cost strategies, like Journey Mapping, to help you improve your CX, and similarly, Net Promoter Score® (NPS®).
Unlocking Advisor Success With YCharts’ 2024 Communication SurveySamantha Russell
A strong communication strategy is the key to your success and growth. So, when it comes to your communication approach, are you losing or retaining clients?
In this webinar, Chief Evangelist of FMG, Samantha Russell, and President & CEO of YCharts, Sean Brown, shared the importance of communicating consistently, plus tips for getting the most out of your communication strategy.
They discussed:
- Key takeaways from the YCharts Communication Survey
- The consequences of less communication
- Enhancing communication techniques for high-value clients
- Long-term communication improvement strategies
- Bullet-proof marketing ideas
Supercharge Marketing Strategies to Skyrocket Firm GrowthSamantha Russell
A strong marketing strategy is the cornerstone of any successful business plan. In this webinar, Director of Product & Enterprise Marketing, Elise Lambert and Director of Business Development at Wealthbox, Andrew Ladwig share their marketing strategies for boosting your firm’s overall growth.
They discussed:
- The importance of a traffic-driving website
- How to invest in content marketing
- Utilizing social media
- Tips to increase client satisfaction with email marketing
- Ways to ramp up your SEO (Search Engine Optimization)
So What's This Do It For Me Program Really Like?Samantha Russell
In this quick demo, Beth Blecker of Eastner Planning Inc, Chevonne Farler of TBH Advisor, and Susan Theder share the specific ways that they have leveraged FMG to ramp up their marketing success. They talked about how the FMG platform works, shared specific details on the program and much more!
Without an effective onboarding process, converting leads into clients and growing your practice can be challenging. So, how can you turn leads into clients who then become raving fans?
In this webinar, Director of Product & Enterprise Marketing, Elise Lambert shares her strategies for successfully boosting your firm's lead generation, referrals and conversions.
10 Tips for Marketing Your Tax Planning Services As An AdvisorSamantha Russell
Help with tax planning is the #1 thing clients of advisors want. In this webinar, Chief Evangelist, Samantha Russell and Head of Partnerships at Holistiplan, Torie Happe, share how to best market and showcase your tax planning offerings.
Leveraging Your Client or Prospect's Age Milestones to Exponentially Grow You...Samantha Russell
In this quick webinar, Chief Marketing & Experience Officer, Susan Theder and CEO of Bento Engine, Philipp Hecker share how to personalize your marketing strategy by leveraging life events and important age milestones. They talked about the Bento Engine integration, how to use the FMG platform and more.
Mastering the Client Journey: How to Maximize the Return on Your TechSamantha Russell
In this webinar, we walked through a client’s journey and how an advisor or firm can leverage their technology stack and not miss a beat.
We heard expert perspectives across the client journey from:
- FMG : On how your marketing can help you stay in touch with your clients and grow your business.
- Wealthbox: On how to better manage your client relationships and operations.
- Nitrogen: On how to win prospective clients faster and create a personalized client experience.
- Asset-Map: On how you can visually represent a client’s financial picture and turn client conversations into actionable decisions.
Whether you’re looking to capture and convert leads, improve your client communication, identify gaps in your business or measure your firm’s impact, this was an excellent event.
Our Best Growth Strategy for 2024 - Webinars that WOW!Samantha Russell
In this webinar, we discussed the top tips and strategies for integrating webinars into your overall marketing strategy and getting the most out of this highly-effective lead generation strategy in the new year and beyond.
They discussed:
- Webinar Logistics
- Topic Ideas
- Planning Logistics
- How to Get Registrants
- Post-Webinar Tactics-and more!
If you’re looking to grow your lead generation in the new year and beyond, then this webinar was an excellent way to get started.
In this webinar, Chief Marketing & Experience Officer, Susan Theder and President of Peabody Wealth Advisors, Michael Murray shared their top five marketing themes for the new year with tips for implementing them.
Content Strategies To Differentiate Your Brand and Grow Your BusinessSamantha Russell
In this webinar, Chief Marketing & Experience Officer, Susan Theder shared actionable tips that you can implement right away so that you can boost your website copy, social media messaging email marketing and more!
Convert Leads, Delight Clients: Proven Communication StrategiesSamantha Russell
In this webinar, Chief Marketing & Experience Officer, Susan Theder and President and CEO of YCharts, Sean Brown shared the consequences of not communicating consistently plus tips for getting the most out of your communication strategy.
In this webinar, Chief Marketing & Experience Officer, Susan Theder and Co-Founder & Chief Relationship Officer of ProudMouth, Matt Halloran are sharing exactly what it takes to start a podcast plus the top ways to best market it and grow your business.
Advisor Marketing: What to Outsource vs. What to InsourceSamantha Russell
In this webinar, Chief Marketing & Experience Officer, Susan Theder, and President & Financial Advisor of Heimensen Wealth Advisors, Corey Heimensen shared how he made decisions regarding what parts of his marketing efforts he chose to outsource to free up his time to focus on other areas of his business.
They discussed:
- The objective of marketing activities
- The marketing activities you should keep in-house
- The importance of content creation
- What outsourcing should accomplish
- Corey’s recommendations
Marketing Masterclass: Exclusively for LPL Financial Advisors:Samantha Russell
Do you have trouble differentiating your service and defining your unique value proposition? Do you know your marketing needs a facelift but you just aren't sure where to start or what to do?
In this webinar, exclusively for LPL advisors, Samantha Russell will share:
- Why traditional advisor marketing and messaging just doesn't work anymore
- How to think about establishing your own unique brand, and
- Practical tips you can implement right away - to help you nail your messaging in your website, copywriting, social posts, and more!
What Makes this Advisor Website Stand Out? Interview with Rubin Miller, CFASamantha Russell
In this webinar, Chief Evangelist, Samantha Russell, and Founder and Chief Investment Officer at Peltoma Capital Partners, Rubin Miller discussed how he seamlessly integrates his unique personality, family values, and professional expertise to create an engaging website that sets him apart from the competition.
They discussed:
- Your website messaging
- The importance of design and user-experience
- Best website design practices
In this special event, Doug Howes, wealth advisor at Sapphire Wealth Management shares how he has ramped up his marketing significantly by leveraging FMG. They also showed how the platform works and how it could potentially help you!
They shared:
- Their favorite features
- Best ways to leverage content
- How the “Do It For Me” program works-and more!
The Best Lead Generation Tactic Most Advisors Aren’t Doing: WebinarsSamantha Russell
Webinars are low-cost, easy to implement, and best of all, they work really well to showcase your expertise and bring in new prospects.
But did you know that only 23% of advisors are utilizing them?
In this webinar, Chief Evangelist, Samantha Russell, and Chief Marketing & Experience Officer, Susan Theder discussed their top tips and tricks for getting the most out of this highly-effective lead generation strategy.
They discussed:
- Webinar logistics
- Topic ideas
- Planning logistics
- How to get registrants
- Post-webinar tactics
How to Use Behavioral Finance to Differentiate Your Firm and MarketingSamantha Russell
In this webinar, Chief Evangelist, Samantha and Founder of Shaping Wealth, Brian Portnoy discuss how to use behavioral finance insights in your marketing to differentiate your firm from the competition and drive dramatic growth in your business.
They discussed:
- Behavioral finance and “human-centric advice
- The evolution of the profession
- The working model for “behavior”
- How to leverage behavioral finance to enhance your client relationships and create “referable” moments
- Ideas to integrate behavioral finance principles into your marketing
Create your own podcast - It’s way easier than you thinkSamantha Russell
In this webinar, Chief Marketing & Experience Officer, Susan Theder and Co-Founder & Chief Relationship Officer of ProudMouth, Matt Halloran are not only sharing how to start a podcast, but ways to repurpose your content and leverage your network to get the most out of your efforts.
And if you want tangible evidence that podcasting REALLY works, they shared examples of advisors who have found a lot of success using this in their marketing strategy.
Lead Generation & Growth Creation: Grow and support your business through ta...Samantha Russell
In this webinar, Chief Evangelist, Samantha Russell and Chief Growth Officer of Holistiplan, Chris Field share their expertise, guiding you on how to effectively request tax returns from clients and identify key areas where you can showcase your value.
You’ll gain valuable insights on leveraging tax returns to provide tailored recommendations that can leave a lasting impact on your clients.
Lead Generation & Growth Creation: Grow and support your business through ta...
You Got a Lead, Now What?
1. You Got a Lead,
Now What?
Presented by
+ Shauna Mace
Growth Consultant and Coach
2. marketing@twentyoverten.com
Chief Marketing & Business Development Officer
Samantha Russell
@SamanthaTwenty
@linkedin.com/in/samanthacrussell/
www.twentyoverten.com | www.leadpilot.io
6. Capitalize on your marketing efforts
with a sales process
The benefits
If you are doing marketing (or are considering marketing) a
sales process is essential for many reasons
1
The components
There are four components of a sales process
2
How to build and use a pipeline
A step-by-step exercise to build your sales process
3
7. Capitalize on your marketing efforts
with a sales process
The benefits1
2
8. The Benefits
of a Sales Process
Shortened sales cycle
Increased conversion rate
Increased efficiency
Improved
experience
Enhanced referral relationships
Intentional growth
9. Capitalize on your marketing efforts
with a sales process
The benefits1
The components2
10. The 4 Components
of a Sales Process
An intentional and persistent approach
to move someone through a buying-
decision making process
Service
Feedback
17. Systematically
Manage and
Convert Leads with
a Pipeline
A PIPELINE ENABLES YOU TO:
1. Know where someone is in their
decision-making process
2. Act intentionally to progress
3. Gather useful feedback for the business
18. Capitalize on your marketing efforts
with a sales process
The benefits1
The components2
How to build and use a pipeline3
19. How to build and
use a pipeline
1. Stages
2. Milestones
3. Processes
4. Owners
20. Step 1:
Define stages
Keep stages simple
and defined
RECOMMENDED STAGES
1. Unqualified lead
2. Qualified lead
3. Proposal sent
4. Proposal accepted/rejected
21. Step 1:
Define stages
Keep stages simple
and defined
RECOMMENDED STAGES
1. Unqualified lead
2. Qualified lead
3. Proposal sent
4. Proposal accepted/rejected
22. Stage Milestones Process Owner
Unqualified
lead
Qualified lead
Proposal sent
Proposal
accepted /
declined
Sample pipeline process document
23. Step 1:
Define stages
Keep stages simple
and defined
RECOMMENDED STAGES
1. Unqualified lead
2. Qualified lead
3. Proposal sent
4. Proposal accepted/rejected
Sales tip:
Many CRMs including: Redtail,
Wealthbox, Salesforce and Junxure
have a pipeline tool, called
“opportunity”
28. Step 2:
Define milestones
What is success at each
stage?
The primary milestones by stage
Unqualified lead Qualify they may be a good fit
Qualified lead Identify need(s) and solution(s)
Proposal sent Build rapport, gain buy-in and
overcome objections
Proposal
accepted/rejected
Get to a “yes” or “no” and if “yes”
action taken to formalize relationship
29. Step 2:
Define milestones
What is success at each
stage?
The primary milestones by stage
Unqualified lead Qualify they may be a good fit
Qualified lead Identify need(s) and solution(s)
Proposal sent Build rapport, gain buy-in and
overcome objections
Proposal
accepted/rejected
Get to a “yes” or “no” and if “yes”
action taken to formalize relationship
Sales tip:
Rationale isn’t enough to move
someone to act, it also has to feel
right. Understanding, acknowledging
and reducing obstacles (real and
perceived) helps.
30. Stage Milestones Process Owner
Unqualified
lead
Qualify:
∙ Have a discovery meeting/call
∙ Collect and complete qualification checklist
(define the attributes you qualify someone)
Qualified lead Identify need(s) and solution(s)
∙ Deep discovery to uncover values, goals
and fears
∙ Collect statements and financial information
in client portal
∙ Review your process and approach
∙ Review and agree on risk tolerance for IPS
and proposal
Proposal sent Gain rapport and buy in that solution(s)
outweigh the cost(s)
∙ Review proposal and onboarding process
Proposal
accepted /
declined
Becomes a client (or not)
∙ Sign client agreement
Sample pipeline process document
31. Step 3:
Define processes
How are you going to
accomplish the milestones?
This is an opportunity to decide if the activity stays in-
house or is outsourced, delegated or automated.
SAMPLE PROCESS: Book a discovery call
1. Follow-up to book call via email campaign in LeadPilot.
2. Lead follow up campaign to send an email immediately
once lead is received and two additional times within the
next five days, five outbounds over two weeks is good
3. Assign a call to a designated person if no meeting is
scheduling after 24 hours, call again three days later
4. Schedule call through Calendly
32. Step 3:
Define processes
How are you going to
accomplish the milestones?
This is an opportunity to decide if the activity stays in-
house or is outsourced, delegated or automated.
SAMPLE PROCESS: Book a discovery call
1. Follow up to book call via email campaign in LeadPilot.
2. Lead follow-up campaign to send an email immediately
once lead is received and two additional times within the
next five days
3. Assign a call task to a designated person if no meeting is
scheduling, call again three days later
Sales tip:
Timely and persistent follow up
increases your chances of success.
Use follow up as a way to validate
your value.
33. Book discovery call
campaign
Email 3-5 times over
two weeks, call at
least twice
Sample email #1
Tom,
Thank you for downloading The 3 Money Mistakes Doctors
Make (and How to Avoid Them).
We specialize in working with doctors, to provide creative
financial planning and investment solutions to help you regain
control over your time and financial well-being.
I’d love to learn more about you, your family and your financial
situation.
Schedule an introductory call so we can determine if we may
be able to address your unique wealth management needs.
In the meantime, you may find this video on tax planning
considerations for doctors of interest.
John Smith
34. Why you’re following
up
Sample email #1
Tom,
Thank you for downloading The 3 Money Mistakes Doctors
Make (and How to Avoid Them).
We specialize in working with doctors, to provide creative
financial planning and investment solutions to help you regain
control over your time and financial well-being.
I’d love to learn more about you, your family and your financial
situation.
Schedule an introductory call so we can determine if we may
be able to address your unique wealth management needs.
In the meantime, you may find this video on tax planning
considerations for doctors of interest.
Best,
John Smith
35. Your elevator
pitch,
written in
problem-solution
format
Sample email #1
Tom,
Thank you for downloading The 3 Money Mistakes Doctors
Make (and How to Avoid Them).
We specialize in working with doctors, to provide creative
financial planning and investment solutions to help you regain
control over your time and financial well-being.
I’d love to learn more about you, your family and your financial
situation.
Schedule an introductory call so we can determine if we may
be able to address your unique wealth management needs.
In the meantime, you may find this video on tax planning
considerations for doctors of interest.
Best,
John Smith
36. Clear next step
and call to action
(schedule time)
Sample email #1
Tom,
Thank you for downloading The 3 Money Mistakes Doctors
Make (and How to Avoid Them).
We specialize in working with doctors, to provide creative
financial planning and investment solutions to help you regain
control over your time and financial well-being.
I’d love to learn more about you, your family and your financial
situation.
Schedule an introductory call so we can determine if we may
be able to address your unique wealth management needs.
In the meantime, you may find this video on tax planning
considerations for doctors of interest.
Best,
John Smith
37. Additional,
relevant value
Sample email #1
Tom,
Thank you for downloading The 3 Money Mistakes Doctors
Make (and How to Avoid Them).
We specialize in working with doctors, to provide creative
financial planning and investment solutions to help you regain
control over your time and financial well-being.
I’d love to learn more about you, your family and your financial
situation.
Schedule an introductory call so we can determine if we may
be able to address your unique wealth management needs.
In the meantime, you may find this video on tax planning
considerations for doctors of interest.
Best,
John Smith
38. Follow-up with
a call
Sample call #1
Thank you for downloading The 3 Money Mistakes Doctors
Make (and How to Avoid Them).
We specialize in working with doctors like you. We provide
creative financial planning and investment solutions to help our
clients; regain control over their time and financial well-being.
We have additional content and resources for doctors, which
you may find of interest but I know you’re busy. Instead of
simply sending you more content I figured it would be best to
learn more about you and your situation to determine if we may
be able to help with your investment management and
planning.
Would you be open to a call this week?
39. Sample call #1
Thank you for downloading The 3 Money Mistakes Doctors
Make (and How to Avoid Them).
We specialize in working with doctors like you. We provide
creative financial planning and investment solutions to help our
clients; regain control over their time and financial well-being.
We have additional content and resources for doctors, which
you may find of interest but I know you’re busy. Instead of
simply sending you more content I figured it would be best to
learn more about you and your situation to determine if we may
be able to help with your investment management and
planning.
Would you be open to a call this week?
Why you’re following
up
40. Your elevator
pitch,
written in
problem-solution
format
Sample call #1
Thank you for downloading The 3 Money Mistakes Doctors
Make (and How to Avoid Them).
We specialize in working with doctors like you. We provide
creative financial planning and investment solutions to help our
clients; regain control over their time and financial well-being.
We have additional content and resources for doctors, which
you may find of interest but I know you’re busy. Instead of
simply sending you more content I figured it would be best to
learn more about you and your situation to determine if we may
be able to help with your investment management and
planning.
Would you be open to a call this week?
41. Relevant value
and recommend
next step
Sample call #1
Thank you for downloading The 3 Money Mistakes Doctors
Make (and How to Avoid Them).
We specialize in working with doctors like you. We provide
creative financial planning and investment solutions to help our
clients; regain control over their time and financial well-being.
We have additional content and resources for doctors, which
you may find of interest but I know you’re busy. Instead of
simply sending you more content I figured it would be best to
learn more about you and your situation to determine if we may
be able to help with your investment management and
planning.
Would you be open to a call this week?
42. Ask for
permission to
take next step
Sample call #1
Thank you for downloading The 3 Money Mistakes Doctors
Make (and How to Avoid Them).
We specialize in working with doctors like you. We provide
creative financial planning and investment solutions to help our
clients; regain control over their time and financial well-being.
We have additional content and resources for doctors, which
you may find of interest but I know you’re busy. Instead of
simply sending you more content I figured it would be best to
learn more about you and your situation to determine if we may
be able to help with your investment management and
planning.
Would you be open to a call this week?
43. Stage Milestones Process Owner
Unqualified
lead
Qualify:
∙ Have a discovery meeting/call
∙ Collect and complete qualification checklist
(define the attributes you qualify someone)
∙ Follow up using series of scheduling emails with Calendly
link
∙ Call weekly in addition to emails
∙ Complete intake on discovery call
∙ Manage pipeline in CRM
Qualified lead Identify need(s) and solution(s)
∙ Deep discovery to uncover values, goals
and fears
∙ Collect statements and financial information
in client portal
∙ Review your process and approach
∙ Review and agree on risk tolerance for IPS
and proposal
∙ Update CRM
∙ Review documentation, update in planning system
∙ Prepare and send proposal with recommend engagement
type and cost
∙ Follow up to review proposal and next steps
Proposal sent Gain rapport and buy in that solution(s)
outweigh the cost(s)
∙ Review proposal and onboarding process
∙ Follow up if no review meeting scheduled
∙ Send agenda in advance od review meeting
Proposal
accepted /
declined
Becomes a client (or not)
∙ Sign client agreement
∙ Prepare client documents for signature if accepted
∙ Review onboarding process and next steps
∙ Gather feedback if they decline proposal, why no?
Sample pipeline process document
45. Step 4:
Define ownership
Every process needs an
owner
An owner can be a person, team or technology
Sales tip:
Formalize and communicate
ownership, and provide autonomy to
execute consistently
46. Stage Milestones Process Owner
Unqualified
lead
Qualify:
∙ Have a discovery meeting/call
∙ Collect and complete qualification checklist
(define the attributes you qualify someone)
∙ Follow up using series of scheduling emails with Calendly
link
∙ Call weekly in addition to emails
∙ Complete intake on discovery call
∙ Manage pipeline in CRM
∙ LeadPilot
∙ Calendly
∙ CRM pipeline tool
∙ TBD team member
Qualified lead Identify need(s) and solution(s)
∙ Deep discovery to uncover values, goals
and fears
∙ Collect statements and financial information
in client portal
∙ Review your process and approach
∙ Review and agree on risk tolerance for IPS
and proposal
∙ Update CRM
∙ Review documentation, update in planning system
∙ Prepare and send proposal with recommend engagement
type and cost
∙ Follow up to review proposal and next steps
∙ CRM
∙ Planning system
∙ TBD team member
Proposal sent Gain rapport and buy in that solution(s)
outweigh the cost(s)
∙ Review proposal and onboarding process
∙ Follow up if no review meeting scheduled
∙ Send agenda in advance od review meeting
∙ TBD team member
Proposal
accepted /
declined
Becomes a client (or not)
∙ Sign client agreement
∙ Prepare client documents for signature if accepted
∙ Review onboarding process and next steps
∙ Gather feedback if they decline proposal, why no?
∙ TBD team member
Sample pipeline process document
47. Pipeline metrics Gain insights by capturing
the following pipeline data:
1. Pipeline amount
2. Engagement type (if applicable)
3. Start and close date
4. Stage
5. Activity
6. Next step(s)
7. Source of pipeline opportunity
Sales tip:
Reporting on pipeline at least
weekly helps team identify what
essential data is missing and keeps
most important opportunities top of
mind.
48. Pipeline
analytics
Using the data captured you
can report on:
1. Expected inflows by discrete time periods
2. Length of sales cycle
3. Conversion rate
4. Health of pipeline (firm and individuals)
5. Source(s) of new business
Sales tip:
Recommend reviewing pipeline
KPIs monthly or quarterly as part of
business review
49. Use a sales
pipeline to
be persistent
and…
Shorten sales cycle
Increase conversion rate
Increase efficiency
Improve experience
Grow intentionally
Make the most of your marketing efforts