Ep #101: Alan & Kitces Unhinged - Marketing vs. Prospecting, Service Models, and more!

May 24, 2017


It's been a while since we dug into our mailbag, so we're back with another Alan & Kitces Unhinged episode. On this edition: the differences between prospecting and marketing, varying service models, how to educate yourself on financial planning, and E&O insurance.

We start off by digging into prospecting and marketing and explaining why we generally focus more on the latter here at XYPN. There's no sure way to land clients right away, but both can be valuable tools for building a practice.

We also discuss the best CRMs for firms of different sizes and how your service model should change based on who you're serving and what they need to hear from you. Then we run through a list of our best recommendations for advisors hoping to get educated on true financial planning, and wrap up with a speedy overview of E&O insurance.

Listen to the Full Interview:


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What You'll Learn from This Episode:

  • Why prospecting vs. marketing is essentially the difference between inbound vs. outbound marketing. 
  • How different advisors structure their client meetings to bring the focus to planning, and how they maintain client relationships over time.
  • Study materials for those just breaking into the business, covering soft, technical, and business skills alike.
  • Different CRMs for firms of varying size, and why it's essential to have a CRM in the first place.
  • When you need to get E&O insurance and what to know when you're looking for a policy.
  • Want an episode dedicated to the ins and outs of E&O insurance? Let us know!

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