The Client-centred Blog

Solve your financial planning lead generation problem forever!

Financial planning lead generation

I recently saw a post on social media that shared that the biggest challenge faced by financial advisers and planners is lead generation.

I understand this because if we have a good flow of leads then it keeps business rolling in and everyone is happy, right?

A lack of leads creates all sorts of issues – a lack of new business, financial stress, and slower business growth. So, we want to solve the issue, right? 

Yet the ultimate answer to this problem is not where you expect it to be.

The conventional approach and what most people think is that they just need to find a good source of leads and then the problem will be solved forever.

This is not my experience because it does not tackle what creates the problem in the first place.

Have you ever considered why lead generation is the biggest challenge faced by financial advisers?

The reason is simple, but not obvious. 

It is because lead generation is the area where financial advisers over-think the most and experience more worry, stress, anxiousness, insecurity, and discouragement. 

When humans operate from these kinds of feelings and associate them with a particular activity the outcome is predictable. 

Things will feel difficult. Ideas will seem hard to come by. When your mind is full you have no space to think anything new. 

One result of this is that taking action is avoided or pushed down the list of priorities and it then becomes a self-fulfilling prophecy.

In this situation, it seems as though we need something external to us – like a reliable source of potential financial planning clients – to ride in and save the day because we think the problem is external to us. 

Only then do we think we can relax and breathe a sigh of relief.

But let’s just say that someone does find a source of leads and they relax… 

What happens when that source of leads for the financial planner dries up or stops working?

This happens all the time.

The world is constantly changing. Financial services today is not the same business it was a few years ago. What worked yesterday will not necessarily work today. What works today may not work tomorrow. 

So, what CAN you rely on? 

The late Dr. Nathanial Branden was an expert on the psychology of self-esteem and one of the things he used to teach his clients was the understanding that…

‘No one is coming’

No one is coming to save you, solve your problems or live your life for you. No one is coming to bring into your life what you think you need. 

One day he was teaching a group this idea of ‘No one is coming’ and one of them said:

“Dr. Branden you say that no one is coming but that’s not true. You came! You came into our lives and showed us how to live with higher and higher self-esteem. And our lives got better and better so don’t say no one is coming, because you came!”

“It’s true”, said Dr. Branden, “I did come. But I came to tell you that no one is coming!”

People do not make real progress through an external ‘quick fix’ – but they do make genuine and lasting progress when they shift inside.  

The only reason things can seem limited is because our thinking is limited. No other reason. Ever.

Your mind is genius. With a clear mind, you are resourceful, you have a lot of mental bandwidth, and you begin to see opportunities all over the place.   

Again, the outcome is entirely predictable.

P.S. I recorded an audio called ‘What every financial planner should know about getting clients’. You can download it for free by clicking here.


Leave a Comment

Related articles

Financial planning relationships - how do you keep adding massive long-term value?
No matter how long you have known your client what is the secret to continuing to add massive value? Imagine when you first meet a new client and the early period of your relationship. In the beginning...
Are your feelings running your business?
Have you ever found that self-doubt, a low mood, or feeling fearful has held you back?  I'm sure this has been the case for all of us and it can have a big impact upon the quality of our results. In this article I am sharing how you get past those feelings and into taking action - the only thing that produces results.
Stress free goal setting for financial planners
What is your experience of goal setting? For me, I would set goals because it seemed like a good idea to know where I wanted to get to. Yet I found that, at times, the process could often become quite stressful. I have also heard many people share that this is experience too. So, if stress free goal setting is something that would be valuable to you, please read on.
The value of knowing your value
Last week I was in London for three days attending the AJC Coaching Career School. This is a six-month long school, run by Ankush Jain, for coaches who want to build a more impactful coaching practice. For me, one of the most important things about being in business is that it feels fresh, inspiring, and as exciting as it did in the beginning.
Why elevator pitches don't work
What prompted me to write this article about elevator pitches was reading an article published by Asana. It said: "A good elevator pitch can be the difference between landing your next big opportunity or falling short of the competition." Really? Does this stack up?
Be the casino, not the gambler
Are you happy in your job as a financial planner or adviser? I often speak with financial planners or advisers who feel stuck in a rut and want to reinvigorate their work.  Maybe they have been doing the same thing for a long while and simply want to change. Sometimes they want to do things differently but experience some doubt. Sometimes it is they find a certain aspect of their job unrewarding.   So, how do you begin to turn this around?
My favourite Einstein quote and why it matters
One of the biggest challenges for a financial adviser is getting stuck on a plateau they cannot seem to move past. Can you think of a recurring problem or limitation in your business?
Two approaches to goal setting and why only one is healthy
I have found that goal setting can be a double-edged sword.  On one hand we want to achieve things that are important to us, so aiming at something makes sense. Yet for many people pushing hard towards their goals also causes them a lot of stress and compromises their quality of life.
A new way of thinking about financial planning fees  
Although there seems to be plenty of information on the process of increasing your financial planning fee, there is far less on the thinking behind it. So, in this article I am taking an alternative look at fee charging. Read on to discover:  1. How most firms set fees 2. A different way of thinking about fees 3. What clients pay for
Is money holding you back from building a prosperous financial planning practice?
I read a survey conducted with financial advisers asking what their biggest challenge was. Number one was getting clients. It would be easy to believe that all is required to solve this problem is finding a reliable source of potential clients. Yet this is not always true. As I discovered, we sometimes have an 'upper-limit' issue that slows us down.
Wisdom from one of the UK's most successful female financial planners
My client Fulva Giust is one of the UK's most successful female financial planners, operating for over thirty years.  Fulva has built a thriving practice serving wealthy families and individuals built upon rock solid foundations of trust, caring, and kindness. She takes a deep interest in the lives of her clients, what they want to accomplish and their relationship with money.
10 powerful ways a financial planner can deeply serve clients from the first moment
How can you begin to deeply serve a client from the very first moment? When meeting with a potential client there are likely to be at least three important questions on their mind: 1. Do I like them? 2. Can I trust them? 3. Can they help me?
Do you hate selling financial planning? Discover the two shifts that change everything
Do you love working with your existing clients but hate selling? If so, you would not be alone. Yet rather than enduring this essential aspect of being a financial planner what if you could learn to love what is often perceived as the hard part? If this is you then read on to discover two shifts that can change everything.
The 12 Client-centred mind shifts - part 3
Have you ever considered what creates the very highest value for your financial planning clients? I am going to suggest it is not, important as they are, the financial arrangements you recommend and put in place for them. No. It is their own mind shifts.
The 7 secrets of thriving in a long-term financial planning career
It seems to me that many people lose their passion for what they do, especially if they have done it for a long time. So, what are the secrets of thriving in a long-term financial planning career?
The hidden secret of where you find financial planning clients
Do you want to know the hidden secret of where you find financial planning clients? Most of the advice on how to find financial planning clients is prescriptive. It tells you what to do or where to look. Yet how helpful is this?
What are the three roles of a lifestyle financial planner?
Do you ever find your role as a lifestyle financial planner being overly complex? Would you like it to be simpler, more productive, and more rewarding? If so, this article considers that there are only three core roles of a lifestyle financial planner.
10 career boosting books for financial planners
Why do people's careers stall, stagnate, become mundane, fall short of expectations, and, ultimately, lack the rewards they want? In my experience it is rarely lack of...
Your financial planning fees - why they must NEVER be an issue
This article explores why your financial planning fees must never be an issue with clients. Just recently a financial planner client of mine came to our coaching session wanting to talk about a fee situation with a client of his.
The three types of financial planning client
There are three types of financial planning client you can build your practice around. And because the three types are defined by what the client values, it can make a massive difference to the quality of your business.
Financial Planning clients for life - the one thing you MUST do
Creating happy, enthusiastic, loyal financial planning clients for life requires you to do one thing well, and consistently. What is that one thing?
How to get financial planning clients - the only way I know
Financial planning is not a commodity. It is experiential and conversations are right at the core of this.
The best prospecting advice for financial planners
Why do some financial planners seem to effortlessly find clients whilst others experience growing their practice as a constant struggle?
What does it really take to 10x grow a financial planning business?
There is a critical factor in growing your financial planning business that is often misunderstood.
Can coaching for financial planners really help your career?
Why are an increasing number of financial planners choosing to work with a coach? Is it something that could help you accomplish your most important goals and realise more of your potential as a financial planner? Read on to discover why coaching works...