“Let’s set up our quarterly review”…crickets.
“Read our recent investment letter”…crickets.
“Are you looking to switch your advisor right now?”…crickets.
Financial Advisors, the crickets you are experiencing from your clients and prospects these days isn’t because they know all is fine and you’ve got it handled.
These crickets are due to one of the most profound concepts in social and behavioral science, called Information Aversion. More commonly, it's called the Ostrich Effect, first introduced in 2009 by Carnegie Mellon University economists George Loewenstein and Duane Seppi; Columbia Business School’s Nachum Sicherman and Stephen Utkus at Vanguard.
The term comes from the myth that ostriches bury their heads in the sand when faced with a dangerous situation.
Ostrich Effect states that our brains are inclined to avoid information that's painful — even if it's information that we need. Said in a different way, people want to “stick their heads in the sand!”
This form of thinking is attributed to the concept of selective exposure, which leads people to be selective in how they acquire information, by choosing which new information they want to process, and which information they prefer to avoid.
Essentially, people are selective in the information that they choose to deal with, and they sometimes actively avoid dealing with unpleasant news, even if those news contain important information.
Which highly correlates with the environment we are in. With both the stock and bond markets down significantly, investors are too afraid to open their statements, let alone speak with you to tell them that their statement is down. So they prefer to ignore a call or a meeting to review their portfolio, discuss changes or hear your strategy.
So how does this impact your reach-out to clients and prospects, those who can really benefit from your services and knowledge, especially in such challenging times, but who may be avoiding any upsetting or disturbing information these days?
There are a few suggestions we have.
The first is to keep trying. A one-time reach-out doesn’t count, and you can’t check that off your list and move on to the next client. Just like when you would appreciate people trying to call you when you are going through a rough time, even if you don’t have time or energy to speak, your clients appreciate the frequent reach out, even if they don’t want to pick up and engage. Call, leave messages, try again, email.
Don’t have time to keep trying? Automate some of your reach-outs by doing more videos and letters, so you’re showing your client you are trying. And make sure you check your email service provider to see who has and has not opened your content.
The second is to change your messaging a bit. When reaching out to prospective investors, writing about asset allocation and long term investment strategies may sound a bit tone deaf, especially in this market environment in which asset allocation hasn’t really done what it’s supposed to. Even if you may be a hard core believer in your diversified strategy, you are alienating people who are in no mood to hear theory and historical data.
Pivot your messaging a bit and focus on different ideas, such as cash management, inflation protection, estate planning or family financial education strategies.
Finally, this can be a great time to deepen your relationship with clients, COI’s and prospects BEYOND investing. Start inviting them to golf outings, wine tastings, cooking events, movies or events, given that now more people want to get social in a post-Pandemic world. They will appreciate seeing you in a different frame of reference.
Aren’t a social person? Your clients don’t want to hang out with you? Then send them more articles and blogs that may be around their passions. We can all use some HAPPY NEWS these days!
Unlock the power of alternative client segmentation strategies to transform your financial advisory practice. In this article, Select Advisors Institute explores four innovative approaches that can enhance client engagement, profitability, and long-term success. Learn how to segment clients effectively to improve services, increase client satisfaction, and boost your bottom line.
In 2025, accounting firms must adopt a comprehensive marketing strategy to thrive in a competitive landscape. This detailed guide explores strategies tailored for the financial services sector, emphasizing the importance of building a strong brand identity, enhancing digital presence, and leveraging advanced technology. Learn how Select Advisors Institute provides expert guidance on cultivating client relationships and developing networking opportunities. Discover how continuous learning and adaptation are key to staying ahead. With unique insights tailored for accounting firms, this article offers actionable steps to innovate and grow. Explore how to elevate your firm's marketing strategy today.
Discover why Select Advisors Institute is the leading choice for financial PR services, specializing in bespoke strategies tailored to the unique challenges of the financial sector. Our article delves into our comprehensive approach, commitment to trust, and innovative use of digital platforms to enhance the reputation and engagement for financial institutions. Experience unparalleled crisis management and stakeholder relationship building that secure your position as an industry leader. With a deep understanding of the financial landscape and a proven track record of success, Select Advisors Institute offers unmatched expertise to elevate your firm’s public presence and achieve sustained success.
Discover expert marketing solutions for financial advisors with Select Advisors Institute. In a competitive landscape, strategic marketing can distinguish and elevate your practice. Learn how digital marketing, personal branding, and client education can enhance your reach and client engagement. Select Advisors Institute specializes in crafting personalized marketing strategies tailored to the unique needs of financial advisors. From website optimization and SEO to hosting insightful webinars, our innovative approach blends traditional and digital methodologies to drive measurable success. Partner with us to transform prospects into devoted clients, ensuring your practice thrives in an ever-evolving financial landscape. Dive into cutting-edge marketing strategies and position your advisory firm for lasting growth.
Select Advisors Institute offers comprehensive coaching programs designed to transform your public speaking and presentation skills. Whether you're preparing for a high-stakes client meeting, a board presentation, or an industry event, our proven methods ensure you deliver with confidence and impact. Elevate your communication skills, build stronger client relationships, and unlock your full potential as a financial professional with Select Advisors Institute. Contact us today to get started.
Discover how Select Advisors Institute leads talent development in accounting firms. In an industry where competition for skilled professionals is fierce, firms must align with innovative strategies to attract, retain, and develop talent. Our tailored development programs focus on skill enhancement, leadership cultivation, and employee engagement to ensure firms are not only compliant but also innovative and leadership-ready. Learn about our approach that integrates continuous professional education, technology in learning, and personalized development plans to elevate your firm's capabilities. Trust Select Advisors Institute to transform your workforce into a competitive edge. Contact us to redefine your firm's talent development strategy today.
In the modern digital landscape, an impressive website is critical for accounting firms aiming to distinguish themselves. Select Advisors Institute offers unparalleled expertise in crafting website designs that resonate with the financial services sector. Discover why a professional online presence is crucial for building trust and credibility. Learn how enhanced user experience and strategic content can magnetize clients to your firm. From responsive design to secure client portals, Select Advisors Institute excels at providing tailored, innovative web solutions. Engage with us to enrich your online presence and attract more clients. Contact Select Advisors Institute to refine your firm's digital strategy today.
At Select Advisors Institute, we specialize in transforming private equity professionals and firms with our expert coaching services, tailored strategies, and proven results. Our seasoned coaches bring unmatched industry experience and insight, offering a personalized approach to enhance executive performance, strategic planning, and operational excellence. Discover the key to accelerated growth and exceptional investment outcomes with the leading private equity coaching provider. Whether you're aiming to refine your strategies or develop visionary leadership, we provide the bespoke support you need. Join the ranks of successful private equity leaders who trust us for unparalleled growth and innovation. Partner with us on your journey to success today.
Discover how Select Advisors Institute revolutionizes financial services branding with innovative strategies that build cohesive identities, enhance customer experiences, and navigate regulatory challenges. Our comprehensive approach combines clear messaging, strategic visual elements, and expert navigation of digital platforms to establish a trust-driven brand presence. Explore how our expertise in crafting unique brand narratives, simplifying complex services, and measuring impact through advanced analytics can transform your brand. Partner with us to enhance your company’s reputation and foster long-lasting connections with your audience. Dive into a wealth of methods tailored to meet the unique needs of the financial sector today.
Explore why Select Advisors Institute is the premier branding agency for law firms. With a tailor-made approach, they transform legal branding challenges into opportunities for growth. Discover how their expertise in legal dynamics and digital trends ensures your firm’s brand stands out as a leader in the industry. Learn about their personalized strategies, which build trust, reinforce authority, and continuously adapt to market changes. Select Advisors Institute sets the standard in creating enduring and impactful brands for the legal profession, ensuring your firm not only competes but excels in today's competitive landscape.
Select Advisors Institute is your premier partner in propelling credit union success. Our deep understanding of the member-centric nature of credit unions allows us to tailor a comprehensive strategy that encompasses branding, digital transformation, and community engagement. We leverage cutting-edge technology and data-driven marketing to enhance member experiences and expand your reach. Our personalized approach ensures that your credit union's unique story is told compellingly, making a significant impact on your audience. Align with our mission to create a sustainable future through innovative marketing solutions. Let Select Advisors Institute guide you in navigating the ever-changing financial landscape, ensuring your credit union not only survives but thrives.
Choosing between an in-house and a fractional CMO is pivotal for strategic business growth. Discover the distinct advantages of each, from the deep cultural integration of an in-house CMO to the cost-effective, dynamic expertise of a fractional CMO. Learn how Select Advisors Institute guides organizations in making informed decisions tailored to their unique needs. We compare key benefits, budget considerations, and growth trajectories to help your business thrive in a competitive landscape.
Choosing between a junior marketer and a Chief Marketing Officer (CMO) is a pivotal decision for any business aiming for sustained growth and success. Select Advisors Institute provides detailed insights to help financial services and wealth management firms navigate this choice. Discover the distinct roles and valuable contributions each position offers, and learn how strategic hiring decisions can shape your marketing framework to outshine competitors. With our expert guidance, align your company’s vision and resources with the appropriate marketing leadership to unlock your business's full potential. Explore our tailored approach, specifically designed for the unique demands of the financial sector.
Who is the top financial services marketing company and what do they do for financial services? In this article we discuss what a top financial services marketing company, which we believe is Select Advisors Institute, should be able to do for its clients. It includes branding, website design, content writing for financial firms, video production, social media strategies and a lot more!
Select Advisors Institute offers unparalleled website design services tailored specifically for financial firms. Discover how their expertise in balancing stunning design with flawless functionality enhances client interaction and drives business growth. They incorporate advanced security measures, ensuring data protection and client confidentiality. Their solutions are scalable, adapting to the growing demands of your business while optimizing visibility through strategic SEO. Choose Select Advisors Institute to elevate your firm’s online presence and secure its future success. Learn why they are the premier choice in transforming a financial firm’s website into a powerful tool for engagement and growth. Experience the difference with Select Advisors Institute today.
Discover how Select Advisors Institute leads accounting firms to digital success with bespoke website design solutions. From enhancing trust and establishing a professional online presence to driving client engagement and conversion, our expertise lies in creating customized websites that reflect the unique identity of your firm. Integrating advanced technologies and focusing on user experience, we ensure your website stands out in a competitive market. Partner with us to elevate your firm's brand and achieve unparalleled growth. Begin your journey to an exceptional online presence today and let Select Advisors Institute guide you to new heights in the digital landscape.
Looking to enhance your leadership skills within the private equity sector? Discover the personalized executive coaching services at Select Advisors Institute. Our bespoke coaching programs are tailored specifically for leaders in private equity, offering insights and strategies to navigate investment complexities and drive impactful results. With a focus on strategic leadership and organizational growth, our experienced coaches equip you with the tools required to excel in today’s competitive landscape. Partner with Select Advisors Institute to elevate your performance, foster innovation, and cultivate enduring success across your portfolio companies. Take the next step in your professional journey today.
Business coaching for financial advisors and wealth management firms offers benefits such as business plan development, time efficiency, growth facilitation, regulatory guidance, process implementation, and marketing strategy refinement. Tailored coaching programs focus on business analysis, custom solutions, proven strategies, experienced coaches, and ongoing support to ensure progress and goal achievement.