Background

• Client: Jeffrey Lamont, Financial Advisor based in Toronto, Canada
  
• Experience: Over twenty years in financial advising
  
• Pre‑2021 Business Development: Relied on a mature referral-based book of business and experimented with lunch‑and‑learns, direct mail, and webinars with limited success.

Challenges

1. Plateaued Growth (2013–2021):
   
   • Annual revenue remained in the “good six figures” range without upward momentum.
     
   • Covid lockdowns eliminated in‑person networking, requiring a shift to virtual methods.

2. Lack of a Defined Niche:
   
   • Broad prospecting across multiple segments; hesitation to focus on one group for fear of excluding others.

3. Inconsistent LinkedIn Efforts:
   
   • Initial LinkedIn presence was minimal and rarely updated.
     
   • Posting sporadically (once a month) yielded low engagement.

Solution
1. Identifying a Profitable Niche

• Venn Diagram Exercise: Mapped his top revenue‑generating clients, favorite clients, and highest‑potential clients—finding a small overlap of six to seven individuals.
  
• Avatar Profile: Identified an ideal client as a 38‑year‑old professional, married with kids, earning over $500,000 with a net worth exceeding $3 million.
  
• Niche Selection: Discovered all overlap clients were lawyers and committed marketing efforts toward that segment, while still serving others as needed.
  

“Marketing to a particular niche does not mean that you have to turn down other people that aren’t in that niche.”

2. Structured LinkedIn Growth

• Connection Growth: Doubled connections from around 650 to 1,500 in the first month of focused outreach.
  
• Iterative Messaging: Recognized early messaging was suboptimal but continuously refined it—completing over 100 revisions to improve response rates.
  
• Coffee‑Chat Strategy: Offered 15‑minute, no‑pressure virtual meetings to build rapport before any sales discussion.
  

First question on each chat: “Why did you invest the time in having this call today?”

3. Consistent Content & Personal Branding

• Posting Frequency: Progressed from monthly to weekly to daily LinkedIn posts; experimented with reposting in the late afternoon to reach different audiences.
  
• Authentic Voice: Shared personal stories—family moments and professional challenges—to foster connection and accelerate trust.
  
• Podcast Launch: Created The Wealthy Lawyer podcast with a co‑host to broaden reach and reinforce niche expertise.

Results

“My goal is to hit seven figures every year.”

Key Takeaways

1. Riches in Niches: Analyze your best clients to identify high‑value segments.
   
2. Progress Over Perfection: Rapidly iterate your messaging; small, frequent tweaks compound into strong results.
   
3. Consistent Engagement: Blend connection outreach, genuine content, and low‑pressure “coffee chats” for a predictable pipeline.
   
4. Personal Brand Matters: Sharing authentic stories accelerates trust and shortens sales cycles.
   
5. Multi‑Channel Authority: Leverage complementary channels (e.g., a podcast) to reinforce your niche expertise.

Conclusion
By committing to a focused niche of lawyers and executing an iterative, multi‑pronged LinkedIn strategy—anchored in authenticity and consistency—Jeffrey Lamont broke through a long-standing revenue plateau and built a seven‑figure advisory practice with a multimillion‑dollar pipeline.