TIPS for IFAs to encourage CONVERSATIONS
People love to make excuses for putting off making decisions about their finances, especially when it comes to things like planning for retirement which seems a very long way off.
A successful financial adviser will try to create a sense of urgency in prospective clients -– both when talking to them but also through the content of their blogs and newsletters online adverts, website content, and other marketing materials, by posing questions like “What if…”
The way you do this will depend on the products you are promoting and the time of year. Eg. in Feb/Mar you could highlight the upcoming end of the tax year – a reason for prospects to take action to save, not missing out on using their ISA allowance.
Our lives run along a path, from cradle to grave, interspersed with life events that include education, making a home, nurturing a family and letting them go out into the world, care in older age, etc. All these phases need planning and it's surprising how quickly life events arrive. So giving advice at apt times requires you to know life’s milestones and the more detailed you are in mapping these, the greater chance you’ll have relevant conversations with your prospective clients.
Create a sense of urgency.
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