Conversations that Lead to Conversions and Effective Marketing Tactics for Advisors, with Lara Galloway of White Glove

“On the Circuit” is a podcast where conversation sparks innovation, hosted by Johnny Sandquist from Three Crowns Marketing. This season, his guests include industry conference attendees from across the country.

Digital marketing and marketing automation are real timesavers for advisors, but without a human following up, they can be a complete waste of money.

That’s where Lara Galloway steps in. As Head of Partnerships at White Glove, Lara helps create opportunities for advisors to get in front of prospects and present themselves as the friendly expert they are.

“If you’re already out there marketing, good for you, but you need to humanize that marketing in a way that digital marketing simply cannot do,” Lara said.

The best way to do this? Lara suggests hosting educational events like webinars and seminars. Not only will advisors get to showcase their expertise, they’ll have the chance to build connections with prospects. And from there, the communication shouldn’t stop.

“The whole idea is to make sure that you stay in touch, you keep yourself top of mind, you remain unforgettable for that client,” Lara said.

Lara shares more effective marketing tactics and how advisors can go from conversations to clients in episode 38 of “On the Circuit.” She joins “On The Circuit” host Johnny Sandquist in a conversation recorded live from the Fearless Investing Summit in October 2023 in Miami.

Click “play” above to listen to the full episode. To hear from more industry friends and experts, subscribe to “On the Circuit” wherever you listen to podcasts. 

Key Takeaways

1. Communicate early and often with prospects and clients. Conversions and client satisfaction require multiple touchpoints.
2. Upon first meeting prospects, advisors should take a warm and welcoming versus a sales approach. When they meet with prospects for a second time, they should reveal their expert side and knowledge — someone a prospect can trust with their money.
3. Digital and automation is just one piece of a marketing strategy. Advisors must humanize themselves if they want to convert prospects.

Key Timestamps and Topics

• 00:00:26 – This is Lara’s first Fearless Investing Summit and it won’t be her last — White Glove is excited to partner with Nitrogen to help advisors grow
• 00:01:57 – What does White Glove do for advisors and why should they care about what White Glove does for them?
• 00:04:53 – Lara shares insights on the most effective way for advisors to reach interested prospects
• 00:07:48 – What’s Lara’s advice for advisors who’ve tried other growth channels and are looking at an educational approach (i.e., webinars and seminars)? 
• 00:10:27 – What’s the number one thing advisors should be doing to keep their clients fearless?

Relevant Links

• Download our free ebook, The Advisor’s Guide to Starting a Podcast
• Connect with a member of our team

About Three Crowns

Three Crowns is a full-service marketing partner, providing the financial industry with high quality custom blogs, website design, branding, podcast production and more. We help financial advisors and fintech companies find their message and amplify their voice. From strategy to click-worthy content, to SEO optimization and social media promotion, our team is ready to help you feel confident in your communication. Click here to connect with a member of the Three Crowns team today.