Four steps to new clients with LinkedIn
By Matt Oechsli and Kevin Nichols
“I'm starting to get involved with LinkedIn, but I feel clueless when it comes to bringing in business with it,” voiced David in a concerning tone after our presentation. “I feel like I'm doing something wrong. What are some ways that you've seen advisors utilize LinkedIn to actually grow their bottom line?”
David is not alone in his concern. We hear a common sentiment amongst advisors whenever we are presenting on the topic. With so many new and emerging technologies out there, it's seems as though everyone is still trying to crack the code on how to fully leverage these mediums to bring in new affluent clients. However, there are a handful of advisors who have not only acquired clients through social media; they have started to include it as a staple in their marketing strategy.
As David continued to voice his concern, I quickly pulled him aside to give him a glimpse into one of LinkedIn's newer features that can produce major results. LinkedIn allows users to keep track of key developments at specific companies. Think of the implications of being firmly on the pulse of new hires, promotions, and departures of the companies in your area. This is a marketing tool unlike any other and most financial advisors aren't tapping into it.
The following is a 4 Step process to building a pipeline in the matter of a few months (maybe even weeks) by utilizing this feature. The concept is simple, but takes some discipline to follow.