If prospective clients are hesitant, you need to better understand the factors they normally consider before they make a buying decision. On this Elementality, Abby and Jake Larsen, VP of Sales at Elements, discuss the art of selling, the role of financial anxiety, and why certainty is the catalyst that turns a prospective client's hesitancy into action.

Guest Emlen Miles-Mattingly talks about attracting the ideal client and includes topics such as transitioning audiences, Onyx and BLX platforms, challenges in audience building, attracting different types of clients, and creating positive change in the financial planning industry.

Many of the efforts advisors undertake fail before they reach the finish line—and it’s not because of flawed strategies. Too often an advisor lacks the commitment to follow through on what’s required to achieve the objective. On this Elementality, Abby and David DeCelle, of Model FA, talk about your need for commitment and consistency as you build a business. As an advisor, commitment and consistency are two of the most powerful tools you have. They build the confidence you need for success. Prospects rely on a predictable flow of information from you as you try to establish your expertise. To gain their trust, your clients need to know you will do the things you say you are going to do. 

Creating a clear understanding of your target market is crucial for effective marketing so marketers segment by demographics, geography, age, etc. But defining a profile of your ideal client can hyper-focus your marketing. On this Elementality, Abby and Grant Botma of Stewardship Financial look at why there are benefits to creating an “ideal client avatar.”

Popular culture seems to support the perception that social media is the ultimate marketing solution and email is just plain old-fashioned. But when it comes to return on your marketing investment, the winner is clear. On this Elementality, Carl tells Abby why he believes email is the most underutilized, and powerful, marketing tool available to advisors. 

You already write … a lot. From social posts to daily emails, there is a continual demand for you to organize words to communicate. If becoming a good writer takes practice, you’re already practicing. So how do you get better? On this Elementality, Reese explains to Abby why the best writing is open and accessible, and what can be done each day to improve writing skills.

As a fee-only advisor, not taking commissions is central to how you define your services. But here’s the dilemma: your clients still need commission-based products like life, disability, and long-term care insurance. On this Elementality, Abby interviews Broc Buckles of BC Brokerage, an independent insurance brokerage for the clients of fee-only planners.

Choosing which social media channel might work best for you can be daunting. And you know putting a little content on each one isn’t effective. On this Elementality, Abby talks with Thomas Kopelman about how he became known as “The King of Twitter for Financial Advisors.” Discover why he focused on Twitter and how his business exploded since making that commitment. 

To grow an advisory firm, seminars or workshops have proven to be a consistent way to get new clients. But marketing one can be challenging. On this Elementality, Abby talks with Colton Etherton of Out of the Office Planning about his first seminar experience. Find out how hard it was to set up, what issues came up, and what role Elements played in its success.  

Referrals. They’re the #1 way to grow, require little expense, and result in extremely valuable clients. So why is it so hard to ask for them? On this Elementality, Carl and Abby reveal how to get referrals without being too pushy. Build your foundation of ideal clients by using an approach that excites current clients to join with you in growing your business.