9 Ways Advisors Can Drive and Close More Leads in 2023

Many advisors continue to find it challenging to find new clients, according to Samantha Russell, chief evangelist at FMG, and Susan Theder, chief marketing and experience officer at the financial advisor marketing firm. During the ThinkAdvisor webcast "How to Drive and Close More Leads in 2023," sponsored by FMG, on Thursday, Russell and Theder outlined ways that advisors can improve or kickstart their lead generation efforts this year. They addressed how to attract more qualified leads, create customized nurture strategies that increase conversions, and apply best practices to your website and social media initiatives. "When Sam and I talk to advisors, which is quite often … I would say the most common thing that we hear is 'can you help me get more leads?'" Theder said. It would be nice if advisors could just "push a magic button" and generate leads, she noted. Joining Russell and Theder was Yelena Melamed, head of product and co-founder of Catchlight, a Fidelity Labs-incubated startup that uses artificial intelligence and rich data intelligence to help advisors quickly identify which leads to pitch and how to best engage them. In announcing an integration pact in October, Catchlight and FMG said they teamed up to enable advisors to leverage data-driven insights and intelligent content to provide them with a personalized lead engagement strategy for growth, referring to the solution as an "easy button" for advisors. See the gallery above for nine tips the speakers offered advisors to drive and close more leads in 2023.