May, 13, 2020: This 10- minute interview is a must watch whether you are currently doing virtual workshops or just thinking about doing them. Impact’s Chief Marketing Officer Alexandra House and advisor partner Frank Guida discuss his continued success prospecting with educational workshops virtually.
Frank’s been using the American Retirement Institute (ARI) platform and has been getting results that are setting him up for a record breaking year. Frank shares some of the things his practice is doing specifically with their events that have increased engagement during the class and have been key to booking more appointments after the class. Do virtual workshops attract larger prospects? Definitely. Frank just landed his largest client ever through an ARI virtual event.
Reach out to your sales coach and let’s get something on the calendar for your practice.
March 26, 2020: “Leading the Virtual Discussion” is a series of practice-building videos highlighting advisors who are operating in the virtual world. These interviews will be conducted by The Impact Partnership’s CEO Stephen Odom as he has a conversation business owner to business owner with practices across the country.
In the first of our series, Abe Ashton shares with Stephen some of the conversations he’s been having lately with clients and how he’s been quick to adopt some technology to help him service current clients as well as continue to prospect for new ones. Abe talks to virtual webinars, private Facebook groups, and client advisory boards and about why he’s so excited about the current opportunity.
March 25, 2020: Brandon Bowen walks Stephen through how the recent events have affected his practice, from prospecting by way of educational classroom workshops to now educating online. He shares some great tips for helping clients and prospects adopt technology and gives some sound advice on how to be more effective as an advisor using face-to-face conferencing. Brandon also gives some insight as to what he’s been sharing with his managed money clients. As he says, 2020, not 2008, is now our new reference point for clients and prospects.
March 25, 2020: As we all figure out how to operate in this new world, we’re going to have some challenges and some outcomes we can learn from. Stephen and Abe Abich talk about one of those events specifically as Abe shares what happened when he pivoted from a classroom educational workshop to a virtual workshop with zero attendees. Abe also shares how his practice has benefited from this new challenge and how the lessons he’s learning now are going to make his business stronger in the future.
March 26, 2020: In this segment, Stephen Odom and Art McPherson run into some technology issues midway, but as we all are doing, they press on with the conversation and make the best of the situation. Although we lose Art’s video for a minute, we still hear him share some great insights into de-stressing clients and talking to them about their portfolios. Art shares how virtual appointments are not only allowing him to connect with his clients and prospects but also creating efficiencies in his day. Art says he’s not slowing down when it comes to marketing and has actually ramped up the number of referrals he’s getting.
April 1, 2020: Stephen Odom talks with Charisse Rivers about what she’s doing in her practice since the disruption and how she’s turning it into an opportunity. She shares why she’s ramped up her marketing spend, has 10 virtual webinars scheduled for next month and has been making at least 10 calls a day out to her current clients while simultaneously using BombBomb for video messaging and CallFire (a recorded voicemail service) to help her connect with people in her community. Charisse isn’t slowing down and passionately explains to Stephen that now is the time to put the pedal to the metal.
April 3, 2020: Gary Mattson and Laurel Steward of Mattson Financial share their insight on virtual appointments, referrals, marketing plans and how they are setting themselves up to have their best year ever in 2020. This episode is full of best practice nuggets from using Dropbox for client document requests to adding one last and final communication to your drip campaigns that evokes action. This segment is a little longer but definitely worth the investment.
April 9, 2020: Stephen Odom talks to Nolan Baker about recent client conversations, how he’s up 250% since the start of the “new” normal, why he’s positioning some liquid life solutions with enhanced benefits and what he’s doing currently with marketing and social media to stay connected with his community.
April 10, 2020: Chuck Bartman shares with Stephen that he’s all-in on the virtual appointment process. Until this event came along Chuck had never done a virtual appointment, now he says he’s not going to stop. He’s seeing efficiencies in the process that just make sense moving forward. Chuck talks about the 3 things that all advisors need to do right now; Improvise, Adapt and Overcome. Chuck’s well on his way to doing that with a goal of 15 virtual appointments a week.