Are You Fully Prepared When Recruiting Financial Advisors?

As a manager, one of your responsibilities is to recruit advisors – always has been, always will be. You’ve got your quota and you’re ready to hit the ground running. But before you do so, hit the pause button and ask yourself this question… Whenever you plan to make a purchase, make a move, take a vacation, whatever the action may be, what do you do? You Google it . Guess what? The advisors you are looking to recruit are doing the same thing. You contact them, you piqued their interest and what do they do? They Google you, and what do they find?

If you plan to hit your recruiting goals, it’s imperative that you show up online in the most professional way – it’s you first impression.

Over the years, while coaching financial advisors, their managers, and other professionals, I found that the greatest value I offered was in identifying where they were spinning their wheels unnecessarily and providing them the strategies that would help them come out of the gate at full speed without wasting any time. It all starts online, and it’s all about authentically revealing who they are, first .

Recently, as a guest author in the new e-book, “A Guide to the Recruiting Conundrum: A Consistent, Disciplined Approach to Attracting Top Talent,” by Sarano and Brooke Kelley, I highlighted the most important steps to developing a personal brand and establishing a presence on social media, because you only get one chance to make a great first impression, and a great first impression is paramount to establishing and building relationships.

While I spend a lot of time in the book on elements of a well-branded profile let’s not forget the importance of your story . Storytelling is an old fashioned tool - 20,000 years old fashioned. Stories connect us because we all have a story and, when told well, it has the power to inspire advisors to act. With a well-crafted story you can share it online and off. But let’s not forget about your firm’s story too. Every firm has a story – when and how did the organization begin? What products or services differentiate your firm? The story of the firm establishes credibility, and begins to paint the picture in the prospective advisors mind of working with you and your firm.

Now, back to your story. It needs to evoke emotion and create a connection. Think about what you want the prospective advisor to learn about you and how you want them to feel.

What’s your history in the industry and with the firm?

What obstacles have you overcome both personally and professionally?

What have you achieved and what has your firm done to help you with your achievements?

You want to convey your reality and help prospects see themselves working for you and your firm.