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Every one of my coaching clients asks the same question: What works and what doesn’t when it comes to generating new leads? Most have had experience (often at considerable expense) with marketing that fits into the latter category.

Here’s the activity I’ve found works best.

Setting expectations

It’s no mystery that traditional marketing is an amalgam of activities. These include referrals, social media, video, public relations, hosting radio shows and charitable activities, among others.

What makes marketing challenging is the difficulty in knowing which marketing activities bring in new business. It may also take a long time to see results from new marketing initiatives.

What works

My experience marketing my consulting practice uncovered one overlooked marketing strategy with an excellent track record of success. You may be surprised to learn what it is.

Give your expertise away. Expect nothing in return.

Let me explain.

Almost everything I know about coaching advisors is set forth in The Smartest Sales Book You’ll Ever Read and in the articles I write weekly for Advisor Perspectives. I have also answered hundreds of questions sent to me by advisors.