7 Marketing Rules Of Thumb All Advisors Should Know

Mar 9, 2026

Practical rules for marketing that cut through guru hype. Which revenue and lifetime-value numbers actually matter. A brick-by-brick approach to building trust through repeated exposure. How better nurturing and sequencing can boost revenue without new leads. Why owning channels and frequency beat novelty. The surprising value of quiet, long-term prospects.

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ADVICE

Calculate Three Numbers Before You Spend

Calculate average revenue, lifetime value, and close rate before optimizing metrics.
Use those three numbers to determine maximum acquisition spend (e.g., $80k LTV and 1/5 close rate means $16k acquisition cushion).

INSIGHT

Trust Is Built Brick By Brick

Trust builds incrementally like bricklaying; one post rarely converts in high-trust services.
Multiple channels and repeated exposures stack to form the buyer's decision wall, so removing a channel can reduce conversions indirectly.

ADVICE

Nurture Existing Leads First

Nurture existing leads instead of chasing only new ones to boost revenue quickly.
Improve follow-up and list care (the 'compost pile' analogy) and you can often double revenue without new leads.

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Most of the so-called marketing advice that advisors get sold by other marketing gurus isn't just flat-out wrong…

But it also makes you focus on the wrong things!

This warped perception not only stunts your marketing efforts, but it derails your confidence, dupes you into believing certain tactics (or marketing as a whole) doesn't work, and causes you to toss and turn for hours each night as you drown in your own anxiety.

That's the bad news.

The good news?

In today's show, I share 7 marketing rules of thumb that can help you prevent all of these problems mentioned above. Plus, it will help you avoid paying a marketing guru who's feeding on your insecurity.

And yes, it will make every marketing campaign you set live more successful than what you're doing today.

Listen now.

Show highlights include:

The ONLY marketing metric that actually matters that almost every advisor completely ignores (2:29)
3 metrics every financial advisor must know to determine the health of your marketing strategy (and they have nothing to do with cost per lead, open rates, or click rates) (5:26)
The "brick method" for building trust that only the top 1% of financial advisors even think about, let alone implement into their marketing (7:27)
Why the fastest way to dry up your sales pipeline is by obsessing over new leads (and how to double your bottom line without a single new lead) (9:24)
How worrying about being annoying, being repetitive, or overdoing a certain follow-up strategy makes you an unsafe investment to prospective customers (10:36)
How to "tap into" the "mental environment" of prospective clients and hijack their minds until they become your best clients (10:59)
If you're making this mistake, you're one change away from complete and utter destruction of your financial advice business… (13:42)
Why you don't actually have "marketing problems" you have "sequencing problems" (and why adjusting the order can turn a flop into your best campaign) (14:39)
How to naturally soothe a prospective client's nervous system before it backs out of working with you (19:21)

Since you listen to this podcast, I want to give you a gift:

If you subscribe to the Inner Circle Newsletter, I'll send you a collection of seven "objection busting" and copyright free emails, personally written by me, that you can use right away to begin getting more clients. Sign up here: https://TheAdvisorCoach.com/Coaching. Then, let me know you subscribed, and I will reply back with a link where you can download them for free.