Financial Advisor Marketing Podcast

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 screen?
For most financial advice businesses, their entire marketing "system" dries up the second they take their foot off the gas. That's because while they might have consistency and good habits, they don't have an actual marketing system that reliably gets them clients while they sleep. 
If that sounds like you, today's show might be the best way to "invest" 20 minutes of your time for a lifetime of return. By the end of the episode, you'll know exactly how to set up an actual marketing system that brings you clients while you sleep. 
Listen now. 
Show highlights include:
How your consistency is stealing your marketing returns without you realizing it (1:26) 

The one common throughline I see infecting every financial advice business that's stuck at only making $200k a year (2:51) 

Why something as simple as an email sequence can finally be the thing that helps you land clients without speaking a single word to them beforehand (4:42) 

The "labor or asset" mindset shift, which, when applied to your marketing efforts, can add an extra 0 to your bottom line at breakneck speed (5:54) 

4 things that every marketing system must have if you want it to help you land clients while you sleep (9:17)

Why I can tell whether or not you have a marketing system by spending three seconds on your website (11:35) 

The #1 most underused marketing asset in the entire profession of financial advice (13:38) 

4 symptoms that can help you identify and fix the broken part of your marketing system (if you have all 4 criteria built, there's usually one "weak link" that's stealing your time and energy!) (17:34) 

Since you listen to this podcast, I want to give you a gift: 
If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

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 also break down each line, explain the 4 mechanisms that make it work, and share the 4 mistakes you're likely to make when you try to write a similar email to your list. 
Listen now. 
Show highlights include:
How advisors can make as much as $84,000 on the LOW end from sending a single email (2:03) 

One of the most valuable (and ignored) assets you own as a financial advisor (4:20) 

Here is the exact email an advisor sent that led to him booking 14 appointments (4:50) 

4 key ingredients that separate an email that generates 14 appointments … or ones that get ignored and deleted (5:59) 

How being ultra specific in your subject lines and body copy actually makes your list trust you more than your lengthy list of credentials ever could (8:06) 

The Harvard psychologist's secret word for getting people to engage with your marketing (this was originally based on a study that looked at successful versus unsuccessful line cutters) (12:09) 

4 ways your instincts will try to ruin your version of this email (15:16)

Since you listen to this podcast, I want to give you a gift: 
If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

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, the more competent you become, the LESS likely clients are to pick you as their advisor. Now, I'm not saying to become an incompetent fool that blows your clients' wealth down the toilet. 
However, I am saying that competence can only get you so far. And it's not nearly as far as you're led to believe. 
But today's show is the antidote. 
You'll discover why likeability beats competence and the formula (created by a former FBI agent who got foreign agents to betray their own country because they liked him so much) to become more likeable. 
Listen now. 
Show highlights include:
Why being a master at the technical aspect of your job can actually stifle your financial advice business (0:32) 

The single biggest lie you're telling yourself that's actually scaring your ideal prospective clients straight to your competitor (2:09)

The counterintuitive reason financial advisors cannot compete on competence (and why competing on "having a drink" instead floods you with clients) (3:07) 

How becoming better at managing finances actually makes prospective clients less likely to work with you (scientifically verified by 2 Harvard researchers) (4:22) 

Scientific and anecdotal proof that likeability beats expertise every day of the week and twice on Sunday (7:25) 

The "Like Switch" secret used by a former FBI agent that turned foreign agents into American spies that can be used to fill up your calendar with high-quality appointments (12:25) 

How to become more likeable by following the four-part "Friendship Formula" (13:00) 

A weird, yet proven way to "ethically force" people to like you more (14:46) 

Since you listen to this podcast, I want to give you a gift: 
If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

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 prospect ever again. 
So, how do you prevent your prospects from hiring your competitors when you don't even know why they decided to pick them over you?
Well, if I had to guess why you lost a prospect to another advisor, I'd guess one of 12 reasons in particular. 
Want to know the 12 reasons why prospects hire another advisor instead of you? 
Listen now. 
Show highlights include:
If you have this sentence on your website, I can almost guarantee that you've lost business to a competing financial advisor (1:27) 

How brand-new financial advisors crush financial advisors with decades of experience under their belt because they understand this one marketing lesson (1:53) 

Why hiding your pricing on your website actually hands over your prospects to your biggest competitor on a silver platter (2:56) 

How to 7x your chances of turning a prospect into a paying client by doing something so obvious that most advisors neglect it (4:50) 

Why saying certain phrases like "tax loss harvesting" can make the most excited prospect hightail it to your competitor instead (and the reason advisors make this mistake so often) (9:06) 

7 tried and true ways to make prospects remember you more vividly than any other financial advisor they chatted with this past week (13:20) 

How to follow up relentlessly with interested prospects without coming across desperate and needy (16:57) 

The blunt truth about why prospects rarely hire the best financial advisor (they're searching for THIS instead) (18:54) 

Since you listen to this podcast, I want to give you a gift: 
If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.

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 curiosity, and even worse, you make them "file" you in their brain with the hundreds of other advisors who have been bugging them via cold email, cold LinkedIn DMs, and other invasive marketing channels. 
Or, in other words, you make them check out of the conversation before they ever consider leaning in. 
That's the bad news. 
The good news? 
After you listen to today's show, you'll know exactly what to say to people who ask what you do in a way that makes them lean in. And you know what? Some may even decide to hire you on the spot!
Listen now. 
Show highlights include:
Why fry-stealing seagulls are better at their job than you are at giving financial advice (and what to do to fix it) (4:45) 

The "filing cabinet" mistake you make every time you're asked what you do for a living that makes potential prospects run away (6:16) 

How answering with an outcome instead of a job title naturally makes you more interesting (and thus, persuasive) to someone who asks what you do for a living (8:29)   

A trick from a behavior economist that naturally makes people lean in when you tell them what you do (8:51) 

3 ways to answer "what do you do for a living?" that makes anyone asking you less likely to ever hire you (most advisors answer in one of these 3 ways) (11:47) 

How to bypass people's natural "anti-pitch detection" radar in a way that makes them drool over the possibility of working with you (14:08) 

The exact sentence to say when people ask you what you do that makes them lean in and even "pre-sells" them the idea of hiring you as their financial advisor (16:27)  

What 2 Harvard researchers discovered about the human brain's reward system that tells you exactly how to make a random person interested in booking an appointment with you (19:48) 

Since you listen to this podcast, I want to give you a gift: 
If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.