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Recently, an advisor asked me whether he needed to make a LinkedIn profile. I said no, it isn’t necessary, nor is it necessary to have business cards printed. But just as explaining to prospects who ask for your card that you don’t believe in them may not send the right signal, so failing to have a competitive presence on LinkedIn is a disadvantage when it comes to attracting clients.
How to win multi-million dollar clients
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Dan Richards
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I’ve written in the past that LinkedIn is a game-changer when it comes to attracting clients as more and more prospects look to LinkedIn to conduct due diligence on potential advisors. Here are three articles on the growing role of LinkedIn:
- The Game-Changer for Attracting Affluent Clients
- How One Advisor Adds Three Clients a Month
- The Three Minutes that Cost a Million-Dollar Prospect
The challenge is how to get the benefits of LinkedIn without letting it become a huge time drain. I recommend reading a recent column by consultant Chris Kirby, a U.S. broker-dealer, on 10 ways to leverage LinkedIn in 10 minutes a day.
Among his suggestions:
- Set aside the same 10 minutes each day to go to your LinkedIn page.
- Shut down email alerts that can district you during the day.
- Respond to every message.
- Invite people you’ve met the day before to connect.
- Post interesting articles or videos to your profile to keep it freshly updated.
You can read all of Kirby’s suggestions by clicking on the article link above.
conducts programs to help advisors gain and retain clients and is an award winning faculty member in the MBA program at the University of Toronto. To see more of his written and video commentaries, go to www.clientinsights.ca. Use A555A for the rep and dealer code to register for website access.
