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By Stuart Farst Outreach

The SEC’s New Marketing Rule: 5 Key Opportunities for Advisors

17 minute read
The SEC’s New Marketing Rule: 5 Key Opportunities for Advisors Featured Image

What is the New SEC Ad Rule?

The Security and Exchange Commission’s new rule seeks to update the advertising rule of 1961. The new rule acknowledges ongoing changes in marketing strategies and technology, namely online advertising.

The updated rule opens up a list of opportunities for financial advisors. And, as long as compliance standards are met, advisors can leverage online reviews, endorsements, testimonials and performance in their marketing efforts.

You can read more about the new rule on the SEC’s website.

For advisors, new marketing methods mean more chances to create content than ever before. In an effort to navigate this change, we’ve highlighted 5 key opportunities for advisors looking to get a head start on the competition.

Disclaimer:

  1. Always consult with your compliance team before establishing any new marketing strategies.
  2. The new rule will only go into effect 60 days after it is published in the Federal Register. This has not happened yet.

5 Key Opportunities Created by the New SEC Rule

1. Google Reviews

The first opportunity for new reviews is going to be through your Google My Business listing. A Google My Business Listing is the window that appears to the right of a Google search result page, similar to this example listing from Retirement Matters Inc.

Retirement Matters Inc Google My Business Listing ExampleListings include general business information, like hours of operation, location, description and a few pictures of the area or business. Near the bottom of these listings is a “Reviews” area, where searchers can write a review on your advisory firm.

Though there are other options for reviews, Google My Business listings provide advisors with a few noteworthy advantages. These include:

  • SEO Improvement: After your business has been verified by Google, Google My Business helps further your local search engine optimization efforts
  • Information Source: As a review catch-all, Google My Business provides valuable opinions when it matters, during a search when visitors are looking for information
  • Contact Hub: Easy access to your website and contacts

If you don’t have a Google My Business listing yet, and you’re curious about its other advantages or would like to set one up, then our post on why Google My Business is key for your business is a great place to start. Alternatively, if you already have a Google My Business and you’re looking for some extra guidance, then make sure to run through our Google My Business optimization. Once your Google My Business is set up, you are primed to receive reviews. Here’s how:

Run a Google Review Email campaign

Check with your compliance team before jumping on this endeavor. But, once your listing is live, you can send an email out to current clients linking to your listing and requesting a review.

Include a Link in Your Signature and Website CTA

Incorporating your listing into your website and email communication can improve the chances of receiving a review. Making your listing available this way allows clients to react to their experience.

2. Client Videos

Videos are hands down one of the best forms of marketing. We’ve discussed video for advisor marketing in the past, but changes to advertising open up the opportunity to leverage client videos.

Functioning as testimonials, client videos are an opportunity to showcase the services you provide, as told by a real person. Do the following the get the most out of this approach:

Choose Clients who Will Connect With Your Audience

When watching something, whether it’s an ad, a webinar or even a movie, we often become invested in a character. We identify with this person in some way and see things from their perspective.

Remember this when choosing a client to interview. Who shares similarities with your general audience? Will this person resonate with your viewers? Remember to highlight your client’s pain points and show how your services resolved their concerns.

For example, in one of our previous webinars, we focused on advisor websites and lead generation with help from David Grace of Manulife:

Twenty Over Ten Webinar

Ditch the Script (Except for Compliance)

Thinking about video brings a few things to mind. High-end cameras, lights and a script, to name a few. But it doesn’t mean you have to take this approach.

Ditching the script means keeping things casual and allowing the conversation to be organic. Feel free to record through a Zoom call, on your phone or through a separate service.

What you do want is a set of talking points. This doesn’t have to be as detailed a script and provides a course for the conversation. Providing a list of talking points also gives your compliance team some material to review, saving you time and effort.

Use the video on Social

Video as content is popular across every channel, especially on social media. According to Social Media Today, 93% of businesses gained a new customer after posting a video on social media. Remember, using your client video as a social ad is a great way to resonate with your audience, so make sure to consider your social platform and audience demographic before sharing.

Though not focused on client interviews, Trailhead Planners does a fantastic job of creating video that targets their audience through ongoing content. Feel free to check out their blog for your own video inspiration:

Trailhead Planners Website Video Example

3. Social Media Comments

Social media is designed to be just that, social. With an update to advisor advertising, advisors can look forward to the opportunity to proactively connect with their clients. Direct connection opens up the chance to leverage some of the best business-building benefits of social media. Here’s how:

If a client leaves a comment, you can now respond

Many social platforms determine the success of a post based on engagement. The more people interact with, share, comment and click on the post, the more you are rewarded by the social platform. This has traditionally been challenging for advisors, especially when it comes to comments.

This is because commenting is one of the best signs of engagement. It shows users have taken the time to not only watch or click, but actually interact with the poster. But commenting on a post, only to be ignored, is a lot like being in a one-sided conversation. Allowing advisors to comment removes a lot of the setback from social media, giving advisors the opportunity to directly engage clients.

Though not an advisor, this post from The Financial Gym’s Instagram shows exactly what we mean:

The Financial Gym Comment Example

Share testimonials of public reviews (With client permission)

Did a client praise your services online? Great! This is a perfect opportunity to show others, just make sure you contact that client and ask for permission beforehand. You don’t want to repost their content without them knowing.

We’ve used this strategy on our social channels, most recently to promote our inbound marketing solution, Lead Pilot, thanks to assistance from a testimonial through SixPoint Financial and David M. Pulcini Jr., RICP®, CFP®.

Six Point Financial Partners Lead Pilot Example

Tie Reviews to Another Topic

If you do decide to highlight a review on your social media pages, make sure you relate that review to something else beyond your firm. By keeping the focus on the service or client, you reduce the chances your post could be perceived as showing off. Which is never good.

4. Testimonials On Your Website

Advisors could now have the opportunity to showcase testimonials on their website. Testimonials could come from client emails, online reviews and interviews, giving visitors the confidence to convert to a client.

There are several ways to integrate testimonials into your website, and you can certainly use more than one. Here are a few tried and tested methods that we prefer:

Dedicated testimonial page with videos and quotes

You can create a single page on your website to accumulate testimonials. Quotes, screenshots and videos can all be used to provide variety. Be sure to include different types of testimonials. Some could focus on your actual services, while others could highlight how friendly your advisors are, or how easy onboarding was. Pinpointing key benefits, especially if they are repeated, gives visitors a sense of holistic quality, especially if testimonials acknowledge their pain points.

Twenty Over Ten Testimonial Page

Create a Blog Series

If your firm receives a good amount of communication or reviews that can be used as a testimonial, then take advantage of a blog structure. Not only will it highlight specific client experiences, allowing you to get some of the same benefits in a blog post as you would from a client video. But it also allows you to improve your SEO, especially if you target services you know are being searched. As a bonus, you could include client videos in your blog post, allowing the two content types to support one another.

Exit-intent pop-ups

Some people don’t mind pop-ups, other people can’t stand them. It’s up to you whether you wish to use pop-ups on your site, but they can be a great way to include client testimonials. Exit-intent pop-ups are the least intrusive, as they catch visitors before they leave instead of appearing as they explore your website. If you decide to go with a standard pop-up, just make sure to set it at a reasonable duration, around a minute works.

5. Client Success Stories

Creating client videos and a testimonial blog series already touches on the subject of client success stories, but there is certainly more to say. Just as the video option provided details on the specific client, there are several ways advisors can turn this story into additional content. This option is a great time-saving route for advisors who aren’t interested in investing in video but want to focus on a client’s personal experience.

Here are a few options for displaying client success stories:

Repurpose Reviews with Case Studies

Just like the video option, a case study goes into the specifics of a client’s problem. The structure of a case study is a little different though, instead of focusing on a question-answer format, where the client is interviewed, a case study would present the client’s problem. Then, it would demonstrate how that problem was solved, providing exact data where applicable. Though less engaging than videos, case studies can show very specific results, and allow advisors to highlight some of their greatest challenges.

As an example, check out this case study of our SEO work for Dream Financial Planning, or one of our many advisor showcases:

Financial Advisor Showcases

Include Reviews in Powerpoints and Presentations

Presentations are often very one-sided in nature. Including a client review or testimonial within your presentation, whether this is a PowerPoint or a speaking event, gives the chance to include another voice, improving the credibility of your message.

Applying the New Rule

As mentioned at the beginning of this post, the new rule is not yet in effect. And, will only be in effect once it has been published in the Federal Register for 60 days. Therefore, be sure to consult your compliance team before applying any of these 5 opportunities or any new marketing strategy. If you’re curious about how the new rule may be interpreted legally, then feel free to check out our recent webinar with Samantha Russel and Max Schatzow, Esq.:

Alternatively, for a quick run down of the webinar’s content, feel free to check out this replay. The recommendations on this list are designed to prepare advisors for new marketing opportunities and to lay the groundwork for future content strategies. Remember to keep them in mind as we move further into the new year!

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stuart farst

 

About The Author

Stuart Farst

Stuart is a Content Marketing Specialist at Twenty Over Ten and enjoys creating content that both entertains and educates. A Game Designer at heart, he can be found pursuing one of his many hobbies during his free time.

 

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