We all know the key to achieving sustainable and superior revenue growth year after year is a successful lead generation system. The burning question for most of us is, “How can I create this type of system?”
There are a number of methods you could try, from telemarketing to professional speaking. Each has its own merits — along with challenges and limiting factors that hamper sustainability. But, by stepping back and thinking strategically, we can put a system in place that continues to produce the desired results whether we are there personally or not. The ideal lead generation system will be one that:
- Uses influencer or word-of-mouth introductions and the transfer of trust element
- Produces qualified leads to ideal target market prospects
- Produces those leads in volume
- Requires little ongoing management from the advisor or practice
- Enhances the reputation, brand and market position of the advisory firm regardless of whether new business is achieved from any particular lead or not
Tony Vidler is a coach and consultant to financial advisors in New Zealand. This was excerpted from a 2016 Round the Table article, “Finding innovative strategic partners.”
