#FA Success Ep 278: Separating Marketing From Sales To More Efficiently Scale Sustainable Growth, With Derek Gregoire

#FA Success Ep 278: Separating Marketing From Sales To More Efficiently Scale Sustainable Growth, With Derek Gregoire

Welcome back to the 278th episode of the Financial Advisor Success Podcast!

My guest on today’s podcast is Derek Gregoire. Derek is a co-owner of SHP Financial, an independent RIA based in Plymouth, Massachusetts, that oversees nearly $1.2 billion of total assets for over 1,200 clients.

What’s unique about Derek, though, is how he and his firm have centralized the execution of multiple marketing strategies to increase the amount of prospective client leads the firm provides to its advisors, so they in turn can concentrate more on developing client relationships (and not need to worry about chasing prospects).

In this episode, we talk in-depth about how Derek has built a combination of radio programming, short interview-style television ads, seminars, and digital marketing to bring in prospects, how Derek and his firm have developed a simplified three-meeting sales process that aims to avoid overwhelming prospects with choices and just focuses on whether they would like to work together, and how Derek’s decision to centralize marketing has ultimately freed up the budget to maintain a larger service staff to ensure a personal, high-touch experience for his clients.

We also talk about how Derek and his partners realized after getting close to burnout that it takes more than just advisors to scale and grow a successful advisory firm, why at one point Derek and his partners decided they had to spend a whole year doing less to get the firm back on track for long-term growth, and how Derek learned first-hand why having a good internal culture at his firm is what really helps advisors develop better and deeper client relationships.

And be certain to listen to the end, where Derek shares his philosophy of concentrating on the smaller details now to help with the bigger picture later, why Derek believes it is so important to be authentic and to have confidence in oneself (especially early in an advisory career), and how Derek’s long-term goal is not simply to have success but to achieve significance by pouring into others.

So whether you’re interested in learning about how Derek utilizes marketing funnels across a wide variety of mediums to drive prospects to action, how Derek’s firm culture changed for the better when he pivoted from employees who came for the paycheck to those who believed in the vision, or why he believes authenticity is the most important trait a young advisor can have, then we hope you enjoy this episode of the Financial Advisor Success podcast, with Derek Gregoire.

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