At our recent New York roundtable, we had the privilege of sitting down with Jessica Niles, a financial advisor with Janney Montgomery Scott, who uses Hearsay Social, Sites, and Relate. Jessica is one of three advisors with Niles and Carl Wealth Management Consulting, located in Saratoga Springs, New York since 2013. In our open conversation, she covered how the home office can help advisors like her and how she has found success with social media.
What is a typical day like for you?
It really varies day to day. I try to be more proactive than reactive so I typically work from home in the mornings to get busy work done. I schedule social media posts for the week, then daily I will check to see who likes or comments on posts. I find interacting with these people is an effective way to get meetings.
How often do you get lead referrals from social?
I get a couple of leads per month from social media.
How do you identify your target audience?
Given the demographics of the area, my clients are all over the map in terms of who they are, so I’m not sure I have identified a real ‘target.’ I typically look at who’s interacting with social media and also think events and active community engagement are great ways to connect with prospective clients.
What is something that surprises you when you talk to clients?
When a new client signs on, I always ask them what kind of communications they like – email, text, whatever – and how often they want to be contacted. I have a ton of clients who switch to me who aren’t getting the communication or service level that they want, which has led to them being dissatisfied enough that they look for a new advisor.
Were you texting with clients before you started using Hearsay?
I was and when clients were texting my personal phone, it felt like a never-ending job and often blurred the line between business and personal relationships.
Why did you start using Hearsay Relate (compliant texting and mobile calling)?
Janney does training days one day a month virtually and I found out about Relate and I love it! It’s really convenient and I find that a lot of clients would rather text than email. It really speeds up quick transactions too, such as scheduling a meeting.
What do you want to see from the corporate marketing team?
The Janney marketing team does an awesome job of putting in new content every week. I want as many prompts and reminders from them as I can get, and look for them to make the tools they provide flow organically into my everyday life.
Where would you like to see financial services tech head?
For me, it needs to be simple. I literally still use spreadsheets to log my customer calls!
What advice would you give to your peers on how to get started or be better with social media or texting?
Technology and social media may not be a familiar platform for you to use, it isn’t for me either! However, if you have a team member that may have more of an interest in this area, let them lead the way with the scheduling and posting, and you can consult on the topics!