Ep 72 - If you’re not getting inbound leads, your business is broken. Here’s why (& how to fix it!)

If you’re a Financial Advisor and want to build a sustainable, fun, and profitable AF business, you need to be getting inbound leads.  Period. Why? Well, aside from the obvious “It would make my life easier” answer… 😰 The real answer is that because 90% of the “hustling” you’re doing is around prospecting / getting more leads.  🔥 And if you can learn how to get inbound leads, your entire business will transform. And here’s where this revelation came from. Over the past few weeks, I’ve been meditating on and thinking about my prospecting system. I’ve been an advisor for the past 6 years.  In my first 2 years, I was HUSTLING. I had no strategy, no systems – I just had a strong AF desire to make this career work, and a goal of $250k of revenue. After hitting that goal in my second year and being burnt TF out, I knew there had to be a different way to continue growing. I hit $250k, but I wanted to make $500k. And I definitely could NOT work 2x as hard (I was already working 6-7 days a week). When it comes to being an advisor, I think about business in two segments:  Lead generation (dials, referrals, cold calling, etc. etc.)  and The client flow (meeting clients & taking them to action). The client flow, I’ve learned, is the easiest part of the business to automate and streamline. You can hire people, delegate tasks, and make that part of the business streamlined AF. The front end, though, is where I (and a lot of advisors) got tripped up. When I looked back to 2018 and 2019…I realized something shocking. 90% of the reason I was “hustling” so hard was because I was constantly trying to meet enough people to talk to & schedule FactFinders with.  The “hustling” looked something like this: 🚫 I spent HOURS on LinkedIn adding & messaging people 🚫 I would cold call and cold email for hours 🚫 I was on Facebook messaging old friends and coworkers and inviting them to a conversation. 🚫 I spent tons of time researching ways to get referred business – either through building feeds lists or emailing clients for introductions 🚫 Because I wasn’t getting tee’d up referrals, I had to email / call / text people multiple times to get them on the calendar. Then, I had a realization.  If I could figure out how to create a SYSTEM for my prospecting and generate INBOUND leads…. 90% of the work I was doing would disappear 🥵🥵🥵 And that felt juicy AF. And now? When I get an inbound lead, the client typically emails me, my assistant responds with a link to my calendar, and boom. Booked. The fking easiest sh*t ever. See, if you’re only meeting new people because YOU reach out, you’re going to constantly be in the energy of “go go go” If you want more freedom, more flexibility, more ability to take time off in your business… You need to automate your lead generation 💸💸💸 When you are constantly asking for referrals, calling people without getting tee’d up, cold calling, using LinkedIn… You are CONSTANTLY pressing on the gas pedal.  It’s all about YOU >> and the energy is very much about “hustling more” to see more success. Now >> this outreach energy is absolutely sooooo valuable and beneficial >> as a PIECE of your lead gen strategy. If you’re ONLY getting referrals through your own outreaches though, the energy is going to be sticky AF.  The energy is all about YOU reaching out, and therefore YOU convincing people to work with you. 🔥 Wouldn’t it be nice to get INBOUND referrals – of people who are actually EXCITED to work with you? Like - think about it. A client emails you and introduces you to their friend. Their friend is like “YES! I can’t wait to chat with you!”  They book a call immediately. There’s no chasing. No following up. No pressure. Just ATTRACTING.