Ep 225: Generating A Positive Marketing ROI With Direct Mail Seminar Events with Matt Gulbransen
Financial Advisor Success
Michael Kitces
4.8 • 696 Ratings
🗓️ 20 April 2021
⏱️ 90 minutes
🧾️ Download transcript
Summary
Matt Gulbransen is the President of Pine Grove Financial Group, an RIA based in Minnesota that manages over $550 million for 325 families. Despite the widely held belief that direct mail and educational seminars no longer work, Matt has continued to see positive marketing results from both over the past decade.
In this episode, Matt shares how he uses in-person seminar events geared toward educating people about financial planning and then convincing them to work with him to navigate the many life transitions on the way to retirement. We also talk about how Pine Grove has pivoted from in-person seminars to webinars due to the pandemic, as well as how that has affected their overall conversions.
For show notes and more visit: https://www.kitces.com/225
Transcript
Click on a timestamp to play from that location
| 0:00.0 | Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with financial planner, |
| 0:08.4 | speaker and consultant Michael Kitsis to hear stories of how leading financial advisors |
| 0:13.6 | navigated the inevitable challenges that arise on the path to success and get insight from leading |
| 0:19.2 | industry consultants about how to break through to the |
| 0:22.0 | next level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone. |
| 0:29.1 | Welcome to the 225th episode of the Financial Advisor Success Podcast. My guest on today's |
| 0:34.6 | podcast is Matt Goldbranson. Matt is the president of Pine Grove Financial Group, |
| 0:39.0 | an R.A. in Minnesota that manages over $550 million for about 325 families. |
| 0:45.4 | What's unique about Matt, though, is that despite the widely held belief that direct mail and |
| 0:49.1 | educational seminars have gone the way at the dinosaur, he has continued over the past |
| 0:53.1 | decade to see positive marketing |
| 0:54.6 | results from using direct mail to fill seats at in-person seminar events geared towards |
| 0:59.2 | educating people about planning for the plethora of life transitions they face as they approach |
| 1:03.7 | retirement and then convincing them to work with him to navigate those retirement transitions. |
| 1:09.1 | In this episode, we talk in depth about the ROI that can still be generated from a marketing |
| 1:13.4 | funnel built around direct mail seminars. |
| 1:16.2 | Matt's key realization around why fear-based marketing will only get you so far and doesn't |
| 1:20.3 | necessarily help clients move forward to do business. |
| 1:23.0 | The reason Matt started to charge an upfront planning fee for new clients as he gained traction |
| 1:27.3 | with his seminars is a means of demonstrating that the work he and his team do add real value. |
| 1:32.3 | How Matt has adapted his process in a world where in-person events haven't happened for a year. |
| 1:37.1 | And why Matt feels that pre-retirees and retirees are still an attractive target market despite |
... |
Please login to see the full transcript.
Disclaimer: The podcast and artwork embedded on this page are from Michael Kitces, and are the property of its owner and not affiliated with or endorsed by Tapesearch.
Generated transcripts are the property of Michael Kitces and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.
Copyright © Tapesearch 2025.