The Internet is now the most effective lead generation tool for SMSF specialists and financial planners, but despite this, person-to-person communication skills remain critical in turning these leads into clients, according to motivational speaker Jordan Belfort.
“Today, the profound impact the Internet has is in lead generation. I know people in Australia who are generating massive numbers of leads each day for financial planning,” the bestselling author told the recent NowInfinity annual conference in Hawaii.
“One is a client of mine for whom I consult. Do you know how many leads they get each day? You wouldn’t believe it if I told you. They get 1800 leads per day over the Internet.
“So right now the Internet more than anything is changing the way people come into your service funnel.”
However, he was quick to point out advisers were not yet in a position to solely rely on the Internet to grow their books of business.
“That being said, there is a certain point in time where you’re going to have to get in front of the people who have shown an interest in your services and talk to them as human beings,” he said.
“So at a certain point in time you communicate the value that you add because the Internet is not going to do that.
“Here you have to tell them flat out what it is you do; get them to trust you in order to turn them into clients. Maybe one day it will all be done on the Internet, but that is a long way off.”
The opportunities in the Australian market for financial planners currently and for the next five to 10 years were massive, he said.
“The amount of money slogging into your market due to the superannuation system will be in the trillions of dollars and is unbelievable,” he said.
“We don’t have that in the United States. You guys are in the greatest business in the world. So shame on you if you don’t get to a level of proficiency with your products and your ability to sign up new customers, keep existing customers and build relationships to take advantage of it.”
