Thread by @TKopelman

18 months ago I was a financial advisor looking anywhere I could for clients

I hated traditional prospecting and knew I needed to make a change

Here's how I went from averaging 0 to 7 inbound prospects per month

A 🧵

1) Figure out who your audience is

This is by far the most important step. It's hard to attract your ideal client if you don't know who that is

I knew I wanted to work with people in their late 20's to early 40's

Then I figured out the best place to attract them is through LinkedIn, Twitter, and Instagram so all my attention was going to go there

2) Create content to be seen as a thought leader

I knew to attract my ideal client they had to see me as a knowledgeable person who could solve their problems

So I decided to create content on every topic related to this age range so they know I know what is important to them

3) Start by creating content in 1 way you will most enjoy

Content is a long term play so you have to focus on creating in a way you enjoy

For me, it was blogging. I started here and focused on getting as good at it as possible, before I moved to the next evolution (podcasting)

It is so important to pick a way that you will enjoy.

If you don't you will burn out quickly as results don't come for 6-12 months

I can't harp on this enough, you will not see results from one blog post or one linkedin post. It takes time

4) Be Consistent

Too many financial advisors I know stop creating content as they get busy

This is not what you want to do

Consistency creates results that compound, every time you start a stop you move back at least a little

Create a cadence that you can easily stick with

Also, learn to post often. In your head you may seem annoying, but your audience does not see every post you have

Honestly, most people don't see 75% of your posts.

So you need to keep putting out your message to ensure the most people see it

5) Offer everything away for free

Some people are scared to share the knowledge they have

They think that if they do that people won't need to hire them

This could not be farther from the truth

The people who are going to do it themselves, are going to regardless

The one's who don't want to, will see you share this info and scan it

Then when they reach that problem, they will reach out to you

The advisor they saw talk about the issue they are going through since they know you can solve it

Plus they would much rather work with

the one advisor who gave them info for free vs their college buddy who calls them nonstop to try and sell them permanent life insurance

6) Give, Give, Give, Ask

This is where you focus first on giving to your audience over and over and over before you ask for anything back

People get annoyed by the creators who non stop are asking for an email or to sign up as client

If you give first, client will come

7) Continue to build your credibility

As time goes on, your prospects start to become interested but want to vet you in more ways

Focus on how you can build your credibility so they trust you even more

You can do this in many ways

Industry designations, client testimonials, content you create, content you are featured in, etc. all build credibility

Focus on using multiple channels to not only build your credibility but to share these with others

8) Repurpose your content

If you only make new original content, you are wasting your time and the old content you have made

Continue to cut up, repurpose, repost old content that has done well

If you are building an audience, many of these new people never saw those posts

Plus we all consume so much content that people will totally have forgotten about this

And we all need to be reminded of helpful information

9) Engage with others

If your posts don't get any likes or comments, very few people will see them

The best way to get people to engage with yours, it to engage with theirs and start to build the relationship

Helps others, and they will help you

10) Be your authentic self

Don't try and fake a message and be someone you're not

By being you, you will attract the right type of person for your business

Plus, it will be more fun to build this in a way that is unique to you

Moral of the story and steps to take:
1. find your target market and figure out where they live

2. start creating content in 1 way you will enjoy most, get really good at it, and share this on the right channels

3. expand to new channels. Add in video, podcast, etc

4. consistently post - Use old content you have and repurpose it to help yourself out

5. Listen to your clients questions and create content around those. If one person asks it, many are thinking it

6. Stick with this as long as possible and results will come

One last thing I’d add. Don’t compare yourself to other content creators you follow

They are 2,3,5,10+ years ahead of you

This is a skill that needs to be refined

You will get better

And don’t be a perfectionist. Good is more than good enough