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Helping one adviser market to his peers
Bruce Graham doesn't market exclusively to investors. The Orange, Calif.-based adviser, who operates a broker-dealer and a registered investment advisory firm, also markets to other advisers, trying to introduce them to a covered-call program he has run for the last 12 years.
Reach out to foundations to grow biz
What financial adviser wouldn’t like to have a client who has a long-term investment horizon, strong connections to the community and a large account balance? If that kind of client sounds good to you, consider marketing to foundations and endowments.
How you can keep the marketing ball rolling
Patrick Byrne knows how hard it is to maintain marketing momentum. “I can’t let service or financial management go,” said the president of Aspetuck Financial Management LLC in Westport, Conn. “As a result, my sales and marketing efforts suffer.”
A tutorial on creating a ‘raving’ marketing plan
Successful marketing programs don’t exist in a vacuum. This hit home when a financial adviser recently asked if I had a program to improve his client communications. When I asked what he wanted to accomplish, he said that his goal was to create “raving fans,” a reference to the book of that title by Ken Blanchard and Sheldon Bowles (William Morrow, 1993).
Want CPA referrals? Then think like a CPA
Any financial adviser who has tried to attract referrals from certified public accountants knows how frustrating — and often fruitless — that exercise can be. I once worked with an adviser at the investment advisory arm of a prestigious accounting firm in Baltimore. He wanted help building referrals from the firm’s CPAs in order to market to the firm’s client base.
A retro approach to attracting wealthy clients
Almost every adviser struggles with the challenge of reaching out to prospects who are wealthier and potentially more lucrative than current clients.
Adviser’s challenge: Generating referrals, retaining assets
A few years ago, I attend-ed a Schwab [Institutional] conference and sat in on an adviser round table on marketing.
The Fast Track: Teaching marketing with flower power
What do spending time in a women’s prison and handing out carnations on the streets of Denver have…
