So you’ve met someone who seems amazing, just the kind of person you’d want to become your client.
Now comes the tricky part: How do you get them to commit to a relationship with you?
As in other relationships in life, embarking upon a new beginning is often the hardest part for many financial advisors. But with a new year upon us, and the need to drive organic growth being ever-present, there’s no better time for advisors to rethink how they win new clients.
READ MORE: 4 New Year’s resolutions financial advisors are making for 2024
Potential clients often consider big financial commitments when a new year rolls around, and therefore may need advice, according to Yelena Melamed, the co-founder and head of product at Catchlight. Catchlight, a Boston-based startup incubated out of Fidelity Labs, uses data organized by artificial intelligence to help advisors with lead engagement and conversion.
“It’s an interesting time of year,” Melamed said in an interview. “People tend to internally focus and start to think about, ‘What do I want to change, what do I want to do into 2024 and beyond?’ And start to formulate the need to potentially partner with an advisor.”
So those potential clients may be looking for you, too. However, Melamed said, a common challenge she’s noticed for advisors is that they “have very little organized thinking” on which leads to engage first, and how to efficiently personalize pitches to stand out.
Below, Financial Planning spoke with three experts from across the industry on how to seize the moment this year and succeed in creating more client relationships out of leads and prospects.