Aug 1, 2021
For the first time in a while, we won’t have a guest on the show but that’s because we want to share an update on what we’ve been doing. Specifically, we want to discuss the new direct marketing strategy we’ve been utilizing.
You might have heard us discuss this before but we wanted to bring everyone up to speed because it’s an important part of being profitable. Before we can talk about the strategy, let’s first define what we mean by direct marketing. To us, it’s a process where you market your services only to be who have expressed an interest at some point in your business. That’s important to remember.
So this episode will take you through the process and our thought behind everything. It’s shorter than most of the shows we put out but we want to boil it down to an easy to follow explanation.
In order to get someone to express interest, it starts with the ‘Shock and Awe’ kit. We talk about that all the time, but when they order your kit, it should Instantly send them a text, voicemail, and make a phone call. You want that immediate communication. The first two can be automated but you want the phone call to come from someone on your team. From there you can start the selling process, work on getting a meeting set up, and then provide the necessary follow-up communications.
Another new addition to the process is the webinar. Most advisors have become familiar with these over the past year, and it’s a great tool to add to your marketing arsenal. Keep in mind that these don’t need to be used for hard selling. You’ll be working off a warm list. In this webinar, you want to bring them up to speed on something and then encourage them to set up a 15-minute call.
We’ll fill in more of the details on the show, but if you have any questions don’t hesitate to reach out. We also have a newsletter we provide so sign up if you haven’t yet.
What we discuss on this episode:
1:31 – Update on the podcast
2:47 – Modified strategy on direct marketing
3:49 – Direct marketing example
6:14 – Ways Dan markets his business
7:22 – How the process works
9:32 – Follow-up communications
10:51 – Monthly webinar
11:58 – Where mistakes get made
13:10 – How to get more content from Dan