Financial advisors need to be leveraging technology to strengthen their client relationships and one great way to do this is by hosting webinars. Webinars have been around for a while now. Believe it or not, they actually started in the ’90s but a lot of people are still intimidated by hosting one. In the past, if you wanted to host a webinar, you would have had to invest in software that was expensive and sometimes difficult to use. Now, major video conferencing companies have webinar add-on packages meaning, if you can host a digital meeting, you should have no problem hosting a webinar.
As a financial advisor, there are two types of webinars you should consider doing:
Traditionally when financial advisors are referred to new potential clients they set up a meeting to “pitch” their services. Why not leverage technology and host a monthly webinar where you give an overview of your services and introduce yourself and your team? You can invite multiple prospects and hide the participants so that they can’t see one another. Coming out of the webinar, you can follow up individually to provide more information but at least they now have a sense of who you are and what you do. Some millennial clients may be deciding between hiring an financial advisor or just doing it themselves with a robo-advisor. A lot of the time, this is because they think they just need the investment portion. Your job is to quickly show them what you have to offer while not investing too much time until they are an actual client.
Many financial advisors are positioning themselves as an educator online. Each month you could host a webinar with a different wealth planning subject. You can invite your clients that you know would benefit from the information and encourage them to invite others. In these webinars, you could provide them with general information and raise awareness so they can take action. According to a study done by the Public Policy Forum, millennial clients see the value in financial literacy and education. Financial advisors who can provide independent financial materials will better gain the trust of these investors. It’s also a much easier conversation if you have already educated your client on the issue or opportunity then had a personal discussion about how it can apply to their situation.
So try it out! Start building webinars into your business development and client management process and you will start to see how this can leverage your time, attract the right clients and bring your business to the next level.
HeyAdvisor is a digital content library for Canadian financial advisors. We provide infographics and videos that can easily be integrated with email and social media. Review our plans here.