Here at Advisor Internet Marketing, the topic of financial advisors closing business online and over the phone is a REALLY HOT topic. In fact, what we have found is that many financial professionals don’t even believe it can really be done. Perhaps it is because we have all been led to believe that baby boomers and retirees only want to do business with a handshake and a face-to-face meeting? Or perhaps it is because it seems so unnatural for someone to part ways with their retirement money to someone that the met online…
Well I am here to tell you that not only are financial advisors closing business online, but this trend is picking up serious steam as the baby boomer generation not only had a huge segment that doesn’t want to meet you face-to-face, but they are begging for it.
So how did this trend start and how can you benefit? Let’s analyze why it most likely happened first.
- Now although I realize that many financial professionals want to ignore the fact that some of the largest and fastest growing financial advisors and annuity producers are having 50%+ growth years, there is no denying the fact that in general, financial professionals have lost credibility and trust as an industry after episodes such as the 2008 collapse, AIG, distrust of Wall Street, and ponzi schemes like Madoff. Even though most of it had nothing to do with you as an advisor personally, it is unfortunately something that affects our entire industry.
- One Word: Technology. Technology is ultimately what broke the sacred veil of doing business face-to-face in almost all industries. Before the widespread use of the Internet, we did everything in brick and mortar building, with real people, with real handshakes, etc. Today, consumers from all over the world are buying everything from birthday gifts, groceries, small ticket items on Amazon.com, all the way to BIG ticket items like cars, second homes, annuities, life insurance, etc. Heck, people are even finding their soul-mates online with services like Match.com and E-Harmony.com
- Lastly, due to the ease of doing things online, the time saved, the fear (and hatred) that many people to be in front of a salesman, and the trust of doing business online, many baby boomers and Gen X’ers are now asking to be able to do their retirement planning, stock trading, 401(k) re-allocation, etc all ONLINE!
The great news is that this is just the tip of the iceberg for the financial services industry as we are just seeing the very cusp of incredible opportunities for financial advisors closing business online and over the phone. And as my friend Jason Wenk always says, “No matter what you like to cook, if the people are demanding cheeseburgers, then give them cheeseburgers for crying out loud”.
Finally, make sure to watch the entire video Tips for Financial Professionals who want to close business online and over the phone to hear some of the great tips that all start with a phone call. Because what we have found is that once someone has raised their hand after finding your website, the first phone call to them is the most crucial, and consequently, where most financial professionals seem to kill the deal. The ultimate analogy is that you have to treat it just like you would a first date. Get to know them, ask authentic questions, find out what their goals are in life, and see if there is a fit. Don’t ever start talking about yourself, your products, or your services. Save that until Date #2.
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