Kitces Marketing Summit
Common Advisor Marketing Tactics…Done Uncommonly Well
Registrants of the April 27 Summit have been sent a recording of the live event.

See How Successful Advisors Are Marketing Their Financial Planning Services
Instead of telling you what you ‘should’ be doing as an advisor, our Kitces Summit guests are all practicing financial advisors who will actually show you what actions they’ve taken to market their expertise to clients and prospects, so you can see what’s really possible for yourself.
At the Kitces Marketing Summit, you’ll have a chance to see what common advisor marketing tactics looks like when they are done uncommonly well with unique behind-the-scenes looks at real financial advisors’ strategies that attract clients.
No vendors. No sponsors. Just a series of 30-minute real conversations between our co-hosts – Michael Kitces and Taylor Schulte – and our expert guests, financial advisors who will screenshare their actual marketing deliverables and show how they communicate their value to prospects and clients.
30-Minute, Real World Conversations With Advisors Who Know What Success Looks Like
Each guest will screenshare their actual strategies and show how they engage with centers of influence, receive referrals from existing clients, conduct educational seminars and workshop events (or occasionally, their new webinar brethren), and utilize third party lead generation services to attract clients.






























Agenda
Get ready for a unique behind-the-scenes look at successful marketing strategies that attract new clients.
Teaching Paid In-Person Financial Education Community College Classes
In the last 12 months, Ryan’s strategy has contributed $12 million in new AUM and $35k in one-time planning fees.
In this session, advisors will learn:
- How teaching in-person financial education classes to people over age 50 has contributed ~$120,000 recurring annual revenue and $35,000 in one-time planning fees in the last 12 months
- Ryan’s step-by-step checklist and timeline for planning and teaching his class eight times per year
- How he partnered with a local school to provide the classroom and help him market the class
- Why he stopped using a third-party service to help him create, market, and teach the classes and took the process in-house
- His call to action and no-pressure process for converting class attendees to potential clients
- How Ryan plans to repurpose his in-person classes and publish them online for people outside of his local area to purchase and consume the info





Hosting Free In-Person Educational Workshops In The Local Community
Using this tactic, Kristen and her partner acquired 30 new clients, $164,000 in new revenue, and $22MM in new assets in the last 12 months.
In this session, advisors will learn:
- How Kristen and her partner developed a process to host regular educational workshops to show their expertise and add $164,000 in new revenue in the last 12 months
- How they find opportunities in their local community to host workshops and what their process is for marketing them
- An overview of the content delivered during these workshops that turns attendees into clients
- How they follow up with workshop attendees and leverage the eMoney lead-gen tool + Better Proposals to improve post-event conversion rates





Converting $50k Of SmartAdvisor Leads Into $100k of HNW Clients With A Systematic Sales And Drip Marketing Process
Michael’s tactic cost $50,000 for SmartAsset’s SmartAdvisor leads and helped him generate $100,000 of new, recurring annual revenue in the last 12 months.
In this session, advisors will learn:
- How Michael has used the SmartAdvisor lead gen program by SmartAsset to add $100k of new, recurring annual revenue in the last 12 months
- What his step-by-step process is for tracking, managing, and responding to leads
- How this process has allowed him to generate a 2x return on his investment into SmartAdvisor (i.e., for every $1 he spends on SmartAdvisor, he sees $2 of new, recurring revenue in return)
- Why Michael failed to find success with SmartAdvisor in the beginning, and what he did to overcome the initial hurdles
- How he leverages a combination of eMoney, Catchlight, Substack, and ChatGPT to power his sales process and efficiently convert leads from SmartAdvisor into clients





Converting The Best HNW Webinar Attendees Into Clients With Targeted Account-Based Marketing
Ashley’s webinar marketing strategy has led to ~$90,000 in revenue growth in the last 12 months.
In this session, advisors will learn:
- How Ashley has used account-based marketing to identify, target, and efficiently convert his best webinar attendees to clients, and add ~$90,000 of new revenue in the last 12 months
- Ashley’s webinar marketing process, and how we got 175+ registrants at a recent event
- Why he uses Catchlight (a marketing data analytics tool) to learn more about webinar attendees before following up with them
- How he uses account-based marketing to create a unique post-event follow-up approach and a call-to-action that improves conversion rates





Generating More COI Referrals By Distributing Tax Season Survival Kits & Cultivating Relationships
Aleia’s Tax Season Survival Kits to local CPAs has generated $32MM in new assets since she started them 5 years ago.
In this session, advisors will learn:
- How Aleia uses Tax Season Survival Kits to build relationships with CPAs, earn client referrals, and add $32 million in new assets
- What is included in Aleia’s kits, and how they’re customized to the individual CPA’s likes and interests
- How Aleia uses eMoney with CPA referral partners to show value and communicate
- How a meeting agenda is used with potential CPA referral partners to guide the initial conversation and set expectations for COI referrals
- How social media marketing is used to complement Aleia’s Tax Season Survival Kits





Increasing Referrals By Asking Three Powerful Questions Of Every Client and COI
Veronica’s 3 referral questions generated 32 new clients and $461k in new revenue in the last 12 months for her firm.
In this session, advisors will learn:
- How Veronica asks three powerful questions (instead of just asking for referrals outright) to generate 15-20 referrals per month
- What the three questions are, and actual examples showing how they are adapted for different people in different situations
- How answers to the three questions are tracked, documented, and leveraged throughout the client relationship
- Who the best referral partners have been, how they are found, and how relationships are established with them
- The follow up process for referrals that are received, plus results and outcomes tracking





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