Advisers Assemble - Lead Generation For Financial Services

Alex: Hello, my friends in financial services welcome back to the podcast this week I've got an equity release advisor. And wow, we've talked about loads of stuff, loads of tips from Stuart probably more tips per minute than you get from your marketing expert. And so I think one thing for us as a business when we've helped people advertise equity release is a lot of negative kinds of thoughts and opinions of how things were done before a lot of people that are in situations or heard of people in situations that are not good because of equity release. And I've seen Stewart sort of on a bit of a mission to try and he's very passionate about getting this message across that modern equity release is much better. There's just so much in this episode of like how to negotiate with the press. We talk a lot about videos. So Stuart messaged me and emailed me in June about videos and him starting that video journey. We talk a lot about that. It's just such an interesting story about partnerships as well about how to focus on marketing to get partnerships not just to get cold leads. So whether you do mortgages, life equity release, or don't even work in financial services, there's so much you can get out of this episode from a marketing perspective. So, I want to introduce you to Stuart. How is an equity release at fly advisor in Plymouth used to work in banking used to work in Debenhams went out on his own after sort of a long corporate career and it's really fascinating to see where he is at now. Hello, and welcome back to the lead generation for financial services podcast and I've got a very special guest on today. I have got Mr Stuart Powell. How are you doing today?Stuart: Hi, how are you? I’m very good. Thank you mate. Thanks for setting this up. Be nice to have a chat. Alex: Yeah, no, absolutely. I was just well, we just before we hit record, I was just pulling out an old email that you sent me and I couldn't remember the date of it. And I think I sent you an email on kind of pop my sort of email sequence about doing videos. In fact, I think it's Yeah, it's entitled, you have to make bad videos to make good videos.Stuart: Yeah.Alex: He said, you've inspired me after listening to this podcast. We now have a YouTube video and four videos on equity release. Stuart: Yeah, yes. Take a look. Give me some feedback. Alex: So that was June 2019. We're now January 2020. So what six months ago and now I'm seeing the videos that you're doing now and you've got like you see you're not hiring in a sort of production crew and things like what it looks like.Stuart: Oh, yeah, we got producers, directors, actors, we've got that now. Yeah, you know, I think where we were with the business around June and your podcast on, you know, try it. If it goes badly, that's good because you learn a lot and the rule and this is exactly what people want to see. So I think to start with Sammy, my office manager and I were at probably a simply biz seminar down in Cornwall somewhere and we were on a break, and we were just playing around with the laptop of mom now actually, and just recording a couple of videos out in the sunshine in their garden, and just talking about equity release and she was interviewing me and we were playing around and they were good enough to release but they kind of inspired me to give it more of a go and then I listened to your podcast and yeah, don't worry about it. If it's bad, just start somewhere. So yeah, I went into the office. Did I think about a five-minute video? And it got really good feedback even though it was grainy and wobbly but yeah, that's where it started. Yeah, June last year. Alex: Yeah. Wow. Okay. It's great. I love it because like, well, the thing is with having podcasts you don't get more ratio of feedback to listeners is very different to anything else. Because like on a podcast, there's no natural place to comment or anything. People have to take the time out to send you a message. So like when you're putting videos on YouTube is easy to comment and you put posts on Facebook, it's easy to come up with a podcast, there's nowhere to comment. So I only get the old kind of message pin when people do actually reach out and it normally is because they've done something so it's always like, brilliant to hear that something that we've done has kind of affected someone else. So it was really.Stuart: Yeah, no, that's good. I sent you a quick message to say thanks you've inspired me. Yeah, but I watched it and got some feedback on it. And I think the feedback was great. I love what you're doing not enough people are talking about equity release. Not enough people are trying to educate both clients or potential clients or other introduces as to why it's good for the older generation, but also why it's good for other financial services businesses to understand a little bit more about it. And I went online and went on YouTube and there's no one really being real online about equity release other than being lo

Hello, and welcome back to the lead generation for financial services podcast. This week we have got an old friend, Jodie Stevenson. Almost a year ago when we had our first podcast interview and that went to be the number one downloaded episode of last year.For every enquiry, she gets the leads, CRM, check for notifications and will schedule a chat with her client. And to make sure that she's on top of everything she uses a blank sheet of paper and knows exactly the template and just writes everything and gets it organised. She does that for every client until she runs out of paper. Recently she bought a notepad by Rocket Book. It is reusable, can automatically scan, upload to dropbox, digitally file, and then wipe clean and use again. And again.And if you happen to look for something like a file created 6 months ago, Rocket Book can easily find it for you and locates it in your dropbox file.Cost is £34.99. They've done microwavable one as well where you write in it and put it in the microwave and it will erase everything. It's a huge impact environmentally and it helps save a lot of waste.Transcription:Alex: Hello there, welcome back. And we've got an old friend with us. This week, we're catching up with Jodie Stevenson and it was pretty much a year to the date that we had our first podcast interview. And it went on to be the number one downloaded episode of last year, and of all time, so people talk about her a lot, actually, when they've, I think it's one of the kind of the earlier episodes that people sort of pick up on because it's one of the first mortgage brokers that we interviewed, and they've come on to become the most popular episodes. So I really enjoyed catching up with Jodie. So let's dive straight in. Hello, and welcome back to the lead generation for financial services podcast and I can't quite believe it's been a whole year since we last caught up with the one and only Jodie Stevenson. How's it going?Jodie: Thank God it's one and only. I can hear my mom saying that, thank God.Alex: We were just saying, how was it? You were like, no, it's nobody You know, it could have been a year but it has.Jodie: But then we were talking about things like, what things have had like you're like, a quarter of a person that you were then you were last year.Alex: We haven't got a video either away. But yeah.Jodie: Now you're super skinny. Don't worry, though. I'm still fat and consistent for the world. got consistent and but yeah, no, it's, that's great. There's actually been a lot of things that have really happened. So if you actually like, pile up the achievements that both of us have had in the last year. Actually, that makes sense. It's probably like a decade's worth of achievement. So yeah.Alex: It's funny, isn't it? Because you like them day by day, week or week, month or month thing you know, I haven't really done a lot. I've really improved a lot if anyone needs to literally think about doing a 360 and see Oh, this time last year I was doing this, you know, what.Jodie: Yeah, exactly. Well, I mean, I taught a human to walk this year, which is, technically he taught himself. I'm taking the credit. And if he was walking funny, I wouldn't be taking any other credit for it. But like, yeah, like he's actually like, he's doing the real things. Like he's really doing things this year. Like he's, he's learning words. And oddly, he's learned the word jacket. It's one of his jackets, he calls me Jodie instead of mom, which is awesome. Yeah, so shouts Daddy, and Jodie, I'm like, thank you very much.Alex: Excellent, excellent show you love that. Because I remember obviously we had theWow, it's just a sad thing. Obviously, we had the dogs barking.Jodie: Oh yeah, Thrasher and Baker. Oh yeah, yeah. Oh, that happened in a bowl we got em. So they went to live with another Basset and Mum, basically, because we were part of a really good dog network. And so they went to live with this lady who's got like four others and they are just they are so happy. I don't even think the fact they're like maybe because yeah, they live on a farm now and there are loads of dogs there and they absolutely love it. And so yeah, that was a yeah, that was sad but i think i think we could be kind of at the point with you could hear how chaotic it was in the background. They were just like, they were just like, let's go for a walk. Let's go here and I was like no. And so yeah,Alex: It is. Yeah, having a child, a human is a lot I wouldn't have been able to do with pets.Jodie: Yeah, but pets that I had created my own problem with the pets because it was too small of a house, too big of dogs, and not enough boundaries between anyone you know, the dog slept in bed with me and it just wasn't, you know, it was a recipe for disaster. And luckily they've gone somewhere where they are even further mollycoddled than they were with me. So they're there, they're even better off now. I think that's really it's a really big lesson as an adult when you make

Hello, and welcome back to the lead generation for financial services podcast and I've got Angela Davidson with me today. Angela Davidson has been in financial services for many years and started 33 years ago with Barclays Bank before she realised that she wanted to help people more. She named her business Passion for Protection and she is incredibly passionate and knowledgeable about what she does. She helps advisers to sell more to raise the bar on protection in the industry. Protection is still one of the most essential viewpoints of financial planning for achieving the financial resilience of clients and also one of the hardest subjects to discuss. She aims to help people to achieve their goals, empower salespeople and provide some of the tools and product knowledge that they can execute to raise the profile of protection advice to engage in a more in-depth conversation with their clients. Being able to overcome objections, getting people interested in getting it and closing the sale are the most common pain points in this process which they can overcome by allowing the clients to see what could possibly happen in the future. It doesn’t always have to be about what the needs of their client today but also for them to think about their future. Angela strives to get more clients covered with the suitable protection they need through best practices, NLP technique, listening and overcome objections, soft skills and asking the right questions. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Welcome to another in between episodes. These episodes are in between our main interview episodes or articles. Thanks a lot once again to Monica of Building Society for supplying our giveaway prize, which is a Canon m50 camera kit, for our event on the 26th of March. Comes with a memory card and a tripod which is good for vlogging. Another podcast will be launch this week called the Equity Release Podcast to help educate consumers on equity release because whenever we've run ads for our clients about equity release, a lot of people express their thoughts and would leave aggressive comments saying that it is a scam, horrific, massive rates, taking your house, inheritance etc. So listening to the interviews I've done about equity release, you'll hear modern equity release is a great product. I've done equity release for advisors which are incredible. This industry just needs a bit of education. So if you are a mortgage broker, an IFA, financial planner, we've got interesting stuff for you to listen to. We're launching another podcast soon, it is called Bits of Behaviour, which talks about behavioural economics. Mark's going to be at our event as well on March 26. Couple of tickets left, so grab yours now. So I inquired for a car to a few car leasing companies. I inquired with about three or four different companies. Now, they're chasing me via email and telephone and obviously no automation or text messages and I've lost my interest with the way they follow up about my inquiry. This happens all the time. Email automation can help a lot in the business. There are different types of application or platforms you can use to send out a string of emails that gives information about the company which is being sent out to customers on a regular basis. Emails that will send relevant information about the service or product you are selling and just leave the decision to them. Having your contact details in the email such as your number in order for them to reach you. Spending on advertising can also be worth it. Having your business on LinkedIn, Facebook, Instagram or a blog online on Google can open to a lot of opportunities, which is really cheap. £3 to £5 per day can get your business stay on top of each customer searches on Google. So automation and a bit of advertising can improve your leads and make your business grow further as it does not only increase revenue and improve sales but it can also reach potential clients across multiple channels. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

This week we have Catherine Morgan, who is a multi-award-winning financial planner and has her own podcast as well called In Her Financial Shoes. Catherine now has multiple streams of income and helps people in lots of different ways. She is also the founder of the money panel and the money circle. She used to work in the financial services mostly with banks. However, she discovered the world of financial planning and the next-generation community. Right now most of what she does is in the money coaching space, as a self-employed consultant. Catherine believes anyone can set up their personal brand on social media and just talk about what they are passionate about, you can talk about your story. You just have to start somewhere by maybe writing a book, blog, or launching a podcast. Have the confidence to know where to start and be consistent about it. If you're going to choose a platform or method of marketing, just pick which platform you think would serve you better. Last year, she worked with a couple of advisors in different areas. Some needed help setting up websites, blogging, launching courses and social media programs, but also a lot of financial planners are focusing more on just having a better relationship with existing clients and not necessarily to attract new clients. This year she wants to focus on how to bring something to the market that will help other financial advisors and mortgage advisers to implement money coaching into their practices. But also then how to create more leads, how to get on social media, how to share their story, how to do speaking events, how to do some of the things that she’s been doing over the last couple of years. She’s now going into the fourth season of her podcast, this season is going to be predominantly about entrepreneurship. She’s interviewing some women and men in the wealth space, so if anyone's interested in coming on the podcast as a guest if you've got a story to share that can help people around money then please feel free to get in contact with Catherine. Website: https://themoneypanel.co.uk/ Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

LinkedIn Ads is paid advertising which can drive leads and reach your target audience. It can reach a more professional target audience by narrowing down the targeting options. Based on your campaign’s objectives, LinkedIn allows you to generate leads and creates a connection between you and relevant, professional audiences. Compared to Facebook, LinkedIn’s targeting selections are more high-level and custom to a professional audience. How to advertise in LinkedIn: - Pick your ad objective (Advertisers can run campaigns around intentions, such as brand awareness, lead generation, or website conversion or job applicants.) - Set up your audience targeting parameters. - Add audience attributes These include company connection, size, job experience, and interests depending on who you are targetting. LinkedIn’s targeting abilities enable you to target audiences based on location, company, company industry, age, gender, education, job experience, job title, interests, groups, etc. Interest - fairly new in LinkedIn ads and we will dig deeper into this on my upcoming in between episodes. - You can add three different formats: single image, video, and carousel. - Placement - Set your budget. (You can decide whether to set a total budget, or both a daily budget and total budget.) - Schedule. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Questions we'll be answering: "Last week on the inbetweenysode you mentioned some costs per lead, what do you actually consider a lead?" "Wix has a cracking sale on at the mo, is it worth it over Wordpress?" "Should I mention that you can have an appointment locally in my FB Ads?" "With Facebook Ads do you use the property portals (Rightmove & Zoopla) for targeting?" "Would you still get a good result if you don't send the FB ads to a Landing Page? I read there is a lead capture form on FB itself. The reason I ask is that I am tied to a big company and so do not have my own separate website or landing page ( and I like to keep it simple for now). If FB lead capture is a good option, then its easy for me to get started and not wait for a perfect time." "I'm playing out the video and pressing record in Otter to transcribe my videos, is that right, how do you use it?" Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Answering your questions. This week mainly around Facebook Ads, what's changed recently and how much budget do you assign to an advert? Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

I would like to introduce you to a guy called Adam King whom we met at a conference back in November. Adam used to work for a wealth advisor investment firm. He's got a background in financial services marketing. His company is all about this concept of thinking like a fish. Marketing allows companies and businesses to shine and build loyalty and sales. It improves every successful business operation. According to Adam, as a business owner, you need to stop thinking like the fishermen and start thinking like the fish by considering if the company's products or services meet the customer’s needs, wants or solves a problem. No matter how much you love chocolate cake, you won't catch any fish if you use the cake as bait. Instead you use worms to catch fish because fish love worms. Marketing is all about people, understanding their needs, dreams, and wants. It can attract and keep consumers. Building a connection through your customer or client’s interest through marketing strategies can create understanding between you which will allow them to trust you. Adam uses a systematic framework called 3 Growth Accelerator Ecosystem. An overall approach for reaching potential consumers and converting them into customers. Authority Asset Alliance These things will help you understand possible ideas on how to produce or create ROI. Take advantage of automation to make yours and the clients lives easier. Gather pre information about the potential client and validate if that person will be a good client for you. Having soft referrals to reach out to more people which can possibly be future clients or just simply creating alliances. Adam’s website: https://www.thinklikeafish.co.uk/ Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Part 2 of our chat with Lee & Terry. How they've grown their mortgage and protection businesses from a standing start to thriving multi advisor firms. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Welcome back to another in between episode. So this is my second kind of mini episode where I'm kind of fitting in between the main ones. We've just had the bespoke episode with Lee and Terry, and I'm going to talk about the things that I've implemented since I've had that sit down and chat with them. I'm going to tell you the answers to the questions that people have been coming to me with in the past week or so. That's whether someone's called into our office, whether they've asked in our Facebook group, or a lot of time people DM me on like Facebook Messenger or LinkedIn or whatever. So I'm going to be talking about the bespoke episode. There's quite a few things actually, I've implemented based on that chat. Then I was asked my opinion on Facebook Messenger campaigns. So these are Facebook ads, where you drive people into Facebook Messenger. Maybe using a chat bot or just to start a conversation in there. I want to talk about the difference between organic and paid social media. This comes up a lot, especially when people are comparing our agency with another one. They're saying, Oh, these guys will do my social media for 200 quid and it's a very, very different kind of thing going on there. So just make sure you understand that. And what to do if job titles disappear on Facebook ads. So there's targeting in Facebook advertising (Facebook keeps taking this away and putting it back). Sometimes you can target people by job titles, and this person was asking about targeting nurses. So I'll talk to you about that. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

The most driven business people I think I have ever met! They have a really strong culture and work ethic. We talk about: All about the bespoke brand and the business setup How they got into financial services Recruiting advisors Working hours Burn out The key to sales Reading books and listening to influencers Are call centres real advisors? Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Happy birthday to the podcast! It's now one year old! Alex talks about how we're implementing what we have learnt from Mark Pittaccio in the previous 2 episodes. He answers your questions one on public speaking and another on multiple niches. He encourages you to look at SEO as essentially it generates "free leads". Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Mark Pittaccio is a leading behavioural economist, key-note speaker and consultant with over 35 years of professional experience. He has held a number of high profile senior management and board positions in the financial sector and has run his own IFA practice. He has worked on the advisory, distribution and provider sides of financial services spending much of it helping advisers to create and deliver compelling client propositions and investment strategies. Mark has often been at the forefront of developments in the financial world. From helping to create the first personal contract hire plans for the acquisition of vehicles to the development of investment wrap platforms and risk-rated multi-asset funds. He was also an early champion of transparent, fee-based financial advice. His research into the personality of financial advisers has attracted a lot of attention and is being further developed. In addition the concept of Adviser Delta, or measuring the difference that taking advice makes, that has been developed with long term associate Paul Young has received industry recognition and an award for innovation. Throughout his career Mark has been fascinated by the way in which consumers make the decisions they do, recognising that if a business truly understood the factors behind individual economic decision making they could alter their proposition to ethically attract and retain more of their target client group. This interest led him to study the science of behavioural economics and eventually to a second career as The Behavioural Economist. Mark uses his professional experience and academic research to help organisations run profitably, grow sustainably and create real value so that when the time is right, people can step back or exit their businesses confidently. As a successful rugby and cycling coach for the last 25 years Mark also uses his sporting experience to build effective teams and motivate individual performance. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Mark Pittaccio uses behavioural economics and insights to help financial professionals build their businesses. For nearly 12 years Mark was the owner and founder of a general practice IFA firm and has been working in financial services since 1992. He explains how people make choices and what we can do to nudge our clients in the right direction. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

We've got a really interesting episode a little bit different this week. And it is a basically taken from the call our monthly sort of q & a mastermind call in our Facebook group. If you listen regularly and part of our Facebook group already, you'll know that we made the lead school free recently, we were planning on charging for it to basically help people that we can't help as an agency, but we decided to make it free. I did a whole video basically explaining that it didn't really make sense charging people when we’re trying to help people with low budgets. There's all these kind of tools that we suggest you use, which will come with a subscription, it's kind of cost on cost on costs, it kind of didn't really make a lot of sense. So we had a few people join. We're going to stop charging them and we'll just open the doors to everyone. So that meant that our q&a monthly call became a much bigger event. There are more people on this call, rather than the people that are paying for that service. It is open to everyone that's in our Facebook group. So I wanted to share with you about sort of half an hour or so of this call. So there was a lot more that call it lasted for about an hour. So I've just basically edited out some bits. We've just got the three phon-ins from Imran, Elisha and Ash who all called in and we had a bit of a chat with them about the things or the thing that they wanted to get our advice on. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

I have got a fantastic marketing expert for you. So you may remember that I created the 30-minute marketing plan to help brokers and advisors to create more content. We had Helen Pollock on a few weeks ago talking about structuring content. Natalie Hailey is another content expert. Her business is called hot content. I'm basically just trying to get as much information out as possible to help you guys create better content and make it easier. It's all part of my pledge to get you guys creating more content and lots more brokers/advisor are doing so which is amazing from when I started the podcast at the beginning of January 2019 to what I'm seeing now is awesome. Long may it continue! Natalie is going to bring you some more nuggets of advice here. If you haven't started creating content already, hopefully, it's another nudge that you need to do so. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

So we've got a really interesting episode this week. It's basically taken from our financial services, a brand accelerator conference back in October 2019. This is where I got three brokers on the stage to talk about what they're doing specifically and it was kind of like a q&a session. I just would do want to remind you though, that the next financial services brand accelerator is in March 2020. Tickets all go really quickly because we had such an amazing event, we’ve only got 60 tickets available again. And loads of the people that went last time have bought their tickets are not that many left to be honest. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Hello, my friends in financial services and welcome back to the podcast. This week, I have got the founder of an app that I've been using a lot. Actually, if you have bought an event ticket, if you've inquired about the services of our agency, downloaded one of our PDF downloads, or if you've joined our new membership, The Lead School (which by the way, I've made totally free now). If you do any of those things you'll get a personalised video message from me straight into your inbox and that is by using an app called Bonjoro. I'm gonna let their founder Matt obviously give you the kind of elevator pitch of exactly what it is And we're going to talk more in detail about how you can use it better. What's it for, and how they came up with the idea. So what is Bonjoro? In Matt’s words: “I think we're a layer that sits on top of a CRM. So if you're using Infusionsoft or an Active Campaign or or an Ontraport, we basically plug in. And when customers perform certain actions, or when you have a new lead come into your funnel, you set up what we call triggers, that sets a little note notification in the Bonjoro app. We ping you at that point to say, look, this is actually a good time to connect personally. We get you to record a personalised message for that lead or customer at that point in time. So if the lady's name is Joan, you were doing a video specifically for Joan in Glasgow, and that video we wrap up and deliver to them. Taking a minute out of your day to welcome on board. It greatly increases the chances of Joan then booking your call and coming into the office catching up or becoming ultimately a customer”. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

So you may remember that I have created a 30-minute marketing plan to help businesses in financial services to market themselves better. By dedicating just 30 minutes per working day to create some content and be able to advertise that content on social media. Now, I'm not an expert at writing content in terms of like articles and part of that plan is to create a big article once a week. Now I cheat and use a copywriter most of the time, but some people if they're starting out, can't afford to spend that budget weekly. Some people just don't have the time or would prefer to spend it on other things. Some of you will be better at writing than me and some of you maybe not. But either way, I think learning from an expert like Helen Pollock, who is a ghostwriter of books she and day in, day out she's writing content. I wanted to find a structure. So that rather than just opening up a blank document, you've got a bit of a framework to work through. And that's exactly what Helen has brought to the podcast this week. She's also gone way above and beyond any other podcast guests in creating extra stuff for you to learn. So there's a downloadable guide to help you and she's also created a video specifically for you guys as well. Helen’s business is called the content doc. She is a professional writer with over 20 years experience. And what she does now is I either go to write nonfiction books for people, and teach them how to write their own if they prefer to do that. She also writes features, articles, blog posts, and coaches small business owners to do that, too. Structuring written content is kind of her bread and butter. She’s got a really good idea of how we can put some simple things in place. So that structuring an article or a feature or blog post, whatever, becomes a lot easier. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

This week, I have got a very special guest, someone that was at our financial services brand accelerator conference, they actually stepped onto the broker Q&A panel at the last minute. I've never actually met this guy in person until the event and just casually asked him as you do, but the weird thing about kind of social media and people that do video content on social media is you kind of feel like you know them a bit already from their content. And we do actually talk about that a bit. Now, one of the weird things about people like this is they would be an incredible client for us as an agency, but I'll never pitch to them and I didn't think I would ever have to because I didn't They'll need to because they're generating leads themselves already.They've kind of got a clear vision of what their businesses is who they are, who their customer is. They're creating content and they're generating leads already. Hopefully they'll only ever need marketing support when they want to sort of grow and expand. So they get the next step for them would be maybe if they wanted to hire another advisor is try som Facebook and Google ads.So this is if you haven't guessed already, it's Thomas honour.At our event, he said something along the lines of “I've only been doing video for a couple of months, but I'm getting getting a steady flow of leads already.” So it can be done. I want you to hear it from the horse's mouth. See for yourself what he’s doing just follow him on social and follow people like Ash Borland and Jim Smyth. Amanda Marsden, Jonathan Warren, Pete Matthew as well. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Hello, and welcome back to the lead generation for financial services podcast. This week we have got a very special guest, Nicola Firth, founder and CEO of Knowledge Bank. Nicola started as a mortgage advisor before deciding to work independently for her own company which is Knowledge Bank, a mortgage criteria search system. She used to be a broker and turned into software as a service. She wanted to have everything in one place for the lenders and brokers who place mortgage business. Saving hours and even days using a product sourcing system which is simple, very intuitive, fully searchable, easy to access place. With everything in one place, it will be quicker and easier to place cases. Every lender will have their login to Knowledge Bank, they can input their criteria to showcase to all the brokers that use it in no time. Making all information readily available and crystal clear. Knowledge Bank is not just for new brokers and inexperienced ones. Even brokers with years of experience in this country who spent time researching criteria to place a case can help save a considerable amount on time. This software was purposely designed to be as simple as possible to use because people who will use it are busy, working long hours and they don't have the time to learn to use a new system. It's very intuitive and all you need to do is simply log in and start the free 30-day trial and put a case. Monthly plan at £14.99 excluding VAT with no contract, after the 30-day free trial or annually for £149.99 excluding VAT, non-refundable and a 3 month notice period. If you have a team, you can get it for £25 per month for 5 to 10 users excluding VAT with a 3 month notice period or £50 for more than 10 users. Any questions, you can reach out to her via Twitter and LinkedIn, just type knowledge bank and you will find it there. For email and phone enquiries, our contact details are listed in our website https://www.yourknowledgebank.co.uk/ As I said at the start of our episode, there is a special offer here and a lifetime discount on it if you go through the link below. So instead of £14.99 per month, we have managed to arrange for you that is £12.75 plus VAT per month and all the annual option is £134.99. http://www.yourknowledgebank.co.uk/join?LeadEngine Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

This podcast probably wouldn't exist without this man. I and my business was in a very different place when I first heard Chris Ducker say "There's no B2B, there's no B2C there's only P2P, people buy from people". I've followed almost every word since and it's an honour to have him on the show. Chris is the author of "Rise Of The Youpreneur" and "Virtual Freedom" he hosts the hugely popular "Youpreneur FM" has a community of 'Youpies' in his "Youpreneur Academy" (which i'm a proud member of) and hosts the annual personal branding conference "The Youpreneur Summit" at the QE2 in Westminster, London. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Having only started Bliss Financial this year Amanda is getting incredibly busy. It looks like she might need to hire in extra help already. You'll get to hear the kind of impact she's had from posting educational videos on Social Media. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Paul doesn't look old enough but he's been working in Financial Services since 1987. He's hands-down the most connected man in the industry. We chat all the things marketing, PR and hear about Paul's story, the changes over the years and what he thinks the future holds. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Be yourself, you don't need to 'suit up' to shoot video. Jonathan Warren caught my eye on Linkedin with his consistent video content. He's also really niched down on who he wants to help. Hear about who Jonathan has gained inspiration from and what he's getting out of it. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Hello and welcome back to the lead generation for financial services podcast. I've got an absolute character for you this week, Mr Graham Wilson, mortgage broker, software creator and founder of Tracker Hub. Graham has been a mortgage broker for 8 years. He started with Royal Bank of Scotland then moved to Santander as a mortgage adviser and stayed there for 5 years before he joined a partnership for a large brokerage firm. He then decided to develop a new system to track referrals after identifying a gap in the market. Introducers and advisers have access to the dashboard which gives them updates and are in the loop and interested to refer more business. Tracker Hub is an online referral tracking platform which manages and tracks all referrals and cases easily. It also monitors leads coming and make sure they are being attended to. After picking up the lead, the adviser follows it through and can watch the progress of the case. The system could also integrate with other CRMs which will let you track the vital records and it’s a lot easier to look at compared to complicated spreadsheets. You can get hold of him via: LinkedIn - https://www.linkedin.com/in/grahamoptionsmc/?originalSubdomain=uk Facebook - https://www.facebook.com/trackerhub/ Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Mortgage Broker turned software company owner Stuart Phillips has created the tool; Broker Sense. Broker sense is an affordability calculator that is designed to save you time and administration. https://www.brokersense.co.uk/ Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

The second part of our catch up with Mortgage Broker Ash Borland - we discuss what's changed and what the future holds Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

We promised we would catch up with Ash Borland 6 months down the line. We hear what's changed, are there any new social media tactics and what kind of results is he seeing. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

The last in a four-part customer retention series Dush talks us through how we can help your clients prepare for a brighter future by: Understanding your customer and their needs Looking at the life evolution process. Sales opportunity at each stage How can we get this important information? Developing a customer journey and contact process Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

What's the importance of developing a dialogue? Importance of understanding the customer's purchase process - this has changed over the past 10 years. Earning the right to develop a regular dialogue with your customer? When and how to start the conversation with your customers Welcome, on-boarding, post-sales call, check-in calls, year 1 update and next steps Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Do you know the value of your customer? Do you understand your customer and their needs? What is the cost of acquiring a customer? Do you know the cost of losing your customer? How much is each of your clients worth? Understanding which client to focus on next? Review your customer base “ helps to focus your activity” Develop your customer contact strategy How do you drive more value from your existing customer? Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Customer Retention In Financial Services One mistake that a lot of businesses make in the financial services sector today is focusing on acquiring new clients and giving little thought to retention. In fact, retaining customers can be your biggest and most significant weapon as a business. With that being said, in this blog post, we are going to take a look at customer retention in the financial services sector in further detail to help you get a better understanding. What is retention? Customer retention is a term that is used to describe the actions and activities that organizations and businesses take in order to lower the number of customer defections. The goal of implementing a customer retention program is to enable businesses to keep a hold of as many of their customers as possible. This typically involves using brand loyalty and customer loyalty initiatives, however, there are many different strategies to choose from depending on the nature of your company and your target consumer base. Do you know how many customers are leaving you or are just dormant? When focusing on customer retention strategies, one of the most difficult elements is determining whether or not a customer is going to leave your business or whether they are simply dormant. This is something you will need to figure out using data so you can make sure that you target your efforts effectively. What are the benefits of retention? There are a number of different benefits that are associated with focusing on customer retention. This includes the following... Increase in customer lifetime value Your brand will stand out from the crowd You are going to earn more word of mouth referrals It is cheaper than acquisition Loyal customers are more profitable Enables new product sales Customers will explore your brand You will get more feedback from engaged customers Loyal customers are more forgiving You will have more room to try out new things When you consider all of the advantages that have been discussed, you can see how focusing on customer retention is the only way to drive true value to your business. Getting a new customer can feel exciting and like an achievement. However, it’s not until you have converted that client into a loyal customer that you will really begin to feel the fruits of your labour. Importance of retention some food for thought. i) Business don’t make money in year 1 ii) Profit from customers start in year 2 onwards Therefore, you need to focus on retaining customers to truly drive profit. If you have a high turnover of clients, you’re not going to make much money. So there you have it; the importance of customer retention in the financial services sector. As you can see, holding onto customers is arguably even more important than finding new customers in the financial services sector. This is something you need to give a lot of consideration to when it comes to your marketing efforts today. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

The roles are reversed this week as the one and only Bob Gentle from the Gravity Digital Agency Power Up Podcast - https://bobgentle.com/podcast/ interviews your host Alex. Alex tells Bob more about the clients 'The Lead Engine' works with his career history; including some of the failures, he's had. Find out why Alex set up the podcast and what he's been trying to do to help the listeners grow their business. Plus some weird and wonderful personal questions. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

This is lesson 1 from our new online resource 'The Lead School' Tom and Alex discuss the benefits of being a specialist broker/advisor. People like to do business with people, but we've found when it comes to financial advice people also want a specialist too. We discuss whether you should niche or not, should you hunt with a spear or a net? How small should your niche be? Are there any tools to find out if people search for my niche? Does the niche have to be just the product or a type of person? Should you define why you've niched? If you are going to niche, should you devote your whole marketing time/budget to it. Examples of people who have niched down already; Ash Borland (First Time Buyers), Sarah Tucker (Mums) and David Sharpstone (CIS Contractors). Should the niche become part of your identity? A real-life example of where a niche broker won on Linkedin compared to other brokers with much more experience. You are expected to be good at your job and have the experience, is this enough? Will a specialism help you win and complete more business? Is there a fear of missing out? But are you actually missing out if you don't niche? Fewer people search for niche financial service products but there still can be enough for small broker businesses to go after. Is being local enough of a niche? Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Alain Desmier from Contact State joined Alex to discuss his new software to eradicate fake and false leads. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Struggling with your financial services content strategy? Struggle no more more… Content - it’s a very broad term and it’s a term that many struggle to define. Content covers many different mediums, but it always seems to get shoehorned into just one piece of content… The dreaded ‘blog’. Obviously, we call it ‘the dreaded blog’ in jest, as blog posts and written content can do wonders for your organic SEO. However, we get the impression that many people aren’t aware that other forms of content actually exists… But guess what? They do exist and they should be forming your financial services content strategy if you want to start getting more enquiries. The possibilities for different types of content are endless and really knows no bounds, which is the great thing about content. Videos, podcasts, articles, calculators, social posts, chatbots, as well as conversion tools are all different types of content, which you may not be aware of. At this point you may be thinking “how can a video benefit my financial services content strategy?” but, you’d be surprised. By creating a simple video based on a topic of your area of specialism, you will be opening yourself up to a realm of other content opportunities to capitalise on. Not sure how? Let us explain… Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Mortgage Broker and Singer-Songwriter Chris Kennaugh has been self-employed for the last 18 months and getting some great results on Facebook. He's now got over 45 reviews on the platforms and is being approached almost every day to help people with their mortgage. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Alex has only published about four YouTube videos but he’s committing to producing a minimum of one video per week for the next twelve months. We talk through what equipment and software Alex uses, how he does it all himself but will look to outsource some of the processes in the future. Alex believes if you’re thinking about shooting video you should always remember ‘AVL’ Audio, Visual, Lighting. It doesn’t matter how good your video looks if your audio is rubbish and visa versa. Alex’s Video Kit Canon M50 - https://www.canon.co.uk/cameras/eos-m50/ Led Ring Light - https://www.google.com/search?q=led+ring+light&oq=led+ring+light Rode Lav Mic - http://www.rode.com/microphones/lavalier Software and Resources Adobe Premiere - https://www.adobe.com/uk/products/premiere.html Kit.com what kit you use, see what other people use - https://kit.com/ Upwork - for finding freelancers - https://www.upwork.com Canva - create your video thumbnails - https://www.canva.com/ Morning Fame - YouTube channel strategy, how likely is your channel to appear in search results for keywords - https://morningfa.me/ Trello - Alex Kerr uses this for his project management - https://trello.com/en-GB Asana - The Lead Engine uses this for their project management - https://app.asana.com SEM Rush - SEO tool - https://www.semrush.com Alex On Social Facebook - https://www.facebook.com/profile.php?id=100015744216173 Instagram - https://www.instagram.com/alexkerrmortgage/ Linkedin - https://www.linkedin.com/in/alexkerrmortgage/ People Alex Has Learnt From Premiere Gal - Video editing tutorials for Adobe premiere - https://www.premieregal.com/ Gary Das - Mortgage Broker - https://www.garydas.com/ Sean Cannell - YouTube growth strategies - https://www.youtube.com/channel/UCWWFavn3ym0w3myTD5OX59g Quotes From Alex Kerr Punch perfectionism in the face Views while you snooze Put yourself in the uncomfortable position and just do it Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Alex has only published about four YouTube videos but he’s committing to producing a minimum of one video per week for the next twelve months. We talk through what equipment and software Alex uses, how he does it all himself but will look to outsource some of the processes in the future. Alex believes if you’re thinking about shooting video you should always remember ‘AVL’ Audio, Visual, Lighting. It doesn’t matter how good your video looks if your audio is rubbish and visa versa. Alex’s Video Kit Canon M50 - https://www.canon.co.uk/cameras/eos-m50/ Led Ring Light - https://www.google.com/search?q=led+ring+light&oq=led+ring+light Rode Lav Mic - http://www.rode.com/microphones/lavalier Software and Resources Adobe Premiere - https://www.adobe.com/uk/products/premiere.html Kit.com what kit you use, see what other people use - https://kit.com/ Upwork - for finding freelancers - https://www.upwork.com Canva - create your video thumbnails - https://www.canva.com/ Morning Fame - YouTube channel strategy, how likely is your channel to appear in search results for keywords - https://morningfa.me/ Trello - Alex Kerr uses this for his project management - https://trello.com/en-GB Asana - The Lead Engine uses this for their project management - https://app.asana.com SEM Rush - SEO tool - https://www.semrush.com Alex On Social Facebook - https://www.facebook.com/profile.php?id=100015744216173 Instagram - https://www.instagram.com/alexkerrmortgage/ Linkedin - https://www.linkedin.com/in/alexkerrmortgage/ People Alex Has Learnt From Premiere Gal - Video editing tutorials for Adobe premiere - https://www.premieregal.com/ Gary Das - Mortgage Broker - https://www.garydas.com/ Sean Cannell - YouTube growth strategies - https://www.youtube.com/channel/UCWWFavn3ym0w3myTD5OX59g Quotes From Alex Kerr Punch perfectionism in the face Views while you snooze Put yourself in the uncomfortable position and just do it Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Taken from a Facebook Live in our FB group of the same name "Lead Generation For Financial Services". Tom and Alex discuss all the factors that can reduce your cost per click, lead and sale when using Facebook Ads. In this episode you’ll hear;- The upcoming document on factors that affect the cost per click, by Alex Curtis. What type of ads help to lower the cost per click and generate sales? The factors that affect the cost per thousand impressions on Facebook ads. The importance of having a specific target audience for your ads. How your competition affects your cost per click on ads. How adding relevant media to your ads texts impacts ads click rates. Why adding emojis on your ads texts and headlines improves the ads click rates. The benefit of adding your website’s URL in ad texts. How branding affects your ads click through rates. Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Sarah Tucker alias ‘The Mortgage Mum’ started out as a mortgage administrator and later served as a legal PA in London. Sarah is also a great singer and vocalist and now runs her mortgage bank business from home. Give this episode a keen listening and learn more about Sarah and her mortgage business. In this episode, you’ll find;- Sarah’s backstory in her music career. How Sarah dipped her feet in the mortgage business. How Sarah started building her business; The Mortgage Mum. The importance of educating your personal and business audience. Sarah clearing the air on the fear of getting started in business. Tips on how to build a strong brand. Sarah’s experience in buying leads versus building solid reputations to generate referrals. Sarah’s experience with Social Media to build her brand. Sarah’s goal to empower women by launching;-MORTGAGE TRAINING ACADEMY. Book recommendations by Sarah Tucker. Links Daring Greatly The Secret The Mortgage Mum On Instagram The Mortgage Mum On Facebook Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Jeremy Duncombe, the director of intermediary lending at the Accord Mortgages, joins us today in the Lead Generation for Financial Services Podcast. Jeremy has a background in intermediary lending as a business development manager for some lenders and has also served as a head of sales at Advantage, Morgan Stanley’s lender. In this episode you will hear;- Jeremy’s role at Accord Mortgages. What Accord Mortgages does for its clients that make them stand out from their competitors. The Accord’s Growth Series podcast episode that went viral. The pool of free resources Accord Mortgages avails to their clientele and followers. A case study example of a successful lead generation campaign run by one of their subscribers. How Accord Mortgages helps brokers collate reviews and feedback from their clients. The benefits of niching down in business. The benefits of integrating your local community and your online presence to amplify your brand. Resources Jeremy Duncombe- LinkedIn Jeremy Duncombe - Twitter The Accord Mortgages Growth Series Podcast Jeremy Duncombe- Free Resources Accord Mortgages Advantage Lending Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

Jim Smyth, is the mortgage prinicipal adviser at First Stop Mortgages & Protection NI Limited. Jim started off in Protection in 2012 and got into mortgages in late 2018. In this episode you’ll hear;- Jim’s backstory in his career life. The importance of educating people about your services. Jim’s experience with a business coach he had hired. How Jim and his brother expanded his business from Protection into Protection & Mortgages. Jim’s first experience with a successful door to door business sale. Techniques deployed by Jim to seek referrals. The introduction of Social Media to grow their business. Jim’s advice to people who want to get started in the Mortgage business. Methods on how to optimise on Social Media Marketing. Free video resources by Jim Smyth. What Jim would do if he was to start from scratch today. Importance of personal branding over commercial branding like logos. How Jim and his team generate reviews for their business. Jim’s advice to people struggling with Social media marketing. Links Jim Smyth On Linkedin Jim's Website Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.

In the Lead Generation for Financial Services Podcast today, Alex hosts Tony Christensen. Tony studied Sociology and Psychology in college and he has a background in Data Information Systems. He provides advertising services and consultancy with an analytic approach at Tony Does Ads. In this episode you’ll hear;- How Tony got started in advertising and social media marketing. Why Tony has a passion for Psychology. Tony’s Facebook ads creation technique. Mistakes people make in creating Facebook ads that don’t convert. The collaboration between Tony and his clients in creating ads. What are the best brands to try for Facebook ads? How to maximise Facebook advertisements with images and links. The upcoming change in Facebook ads formatting. Tony’s advice to business people on Facebook ads. Tony’s opinion on Instagram ads trends today. Links Tony Does Ads. Tony Christensen Evolutionary Psychology Tony Robbins C. Maxwell Social Media Marketing World Andrew Watt Dan Nelson Tony Christensen Videos Brought to you by the team at The Lead Engine who specialise in generating mortgage leads.