Despite banks' promise of a stream of client referrals, many advisors struggle to fill their calendars with sufficient quality appointments. To succeed, you need to implement many different marketing activities to fill your calendar.

Too often the advisor will simply pull out last year's plan, slap a new date on it and resubmit it to their sales manager. But for Chuck Prather, an advisor at Bellco Credit Union in Denver, his marketing plan underlies his success. "A business plan is your vision of where you want to go," says Prather. "But a marketing plan is the road map that will show you how to get there." Here are five steps for building one of your own.

Register or login for access to this item and much more

All Bank Investment Consultant content is archived after seven days.

Community members receive:
  • All recent and archived articles
  • Conference offers and updates
  • A full menu of enewsletter options
  • Web seminars, white papers, ebooks

Don't have an account? Register for Free Unlimited Access