What Filters Should Wealth Managers Use on Sales Navigator to Find Leads?

For wealth managers, finding qualified financial planning leads on LinkedIn can be a struggle. While LinkedIn is full of professionals, Sales Navigator transforms it into a powerful prospecting tool, providing advanced filters to pinpoint leads who align with your ideal client profile (or buyer persona).

In this blog post, we'll share the essential Sales Navigator filters wealth managers need to find high-quality financial planning leads. We'll explore how to combine these filters to create hyper-targeted lead lists, ensuring your outreach is always directed at the most promising prospects.

Key Takeaways

• Utilize geographic and demographic filters to target individuals in your desired service areas and age ranges.


• Employ job title and seniority filters to identify decision-makers and professionals with established careers.


• Leverage company-specific filters like industry, headcount, and revenue to find individuals within thriving organizations.


• Explore Spotlight filters for timely outreach based on recent activity, job changes, or company growth.


• Combine filters strategically and save searches to build highly targeted lead lists for ongoing prospecting.

Why Is Sales Navigator Important for Wealth Managers

Wealth management is competitive. Sales Navigator offers an advantage by providing precise control over your prospecting efforts. Its advanced filters allow wealth managers to segment LinkedIn's massive user base, focusing on individuals who indicate a need for comprehensive financial planning. This precision saves valuable time and resources, leading to higher conversion rates and a more efficient sales pipeline.

For many people, the price of Sales Navigator is a lot. Learn is Sales Navigator worth it here.

What Sales Navigator Filters Are Best for Wealth Managers?

Sales Navigator's "Lead filters" are your primary tool for pinpointing individual prospects. By combining these, wealth managers can construct a highly refined list of potential clients.

Geography

This filter is fundamental for targeting prospects within your service area or regions where you have a strong network.

• How to use it: Input specific cities, states, or countries where you are licensed or prefer to serve clients. You can also specify a radius around a particular location.


• Why it matters: Ensures you connect with individuals you can realistically serve, either in person or virtually within your operational scope. Track this by observing the geographic distribution of your successful leads.

Industry

Targeting specific industries can help you find individuals in sectors that typically produce high earners or have unique financial planning needs.

• How to use it: Select industries known for higher incomes (e.g., Technology, Healthcare, Finance, Consulting, Law, Real Estate) or those experiencing significant growth.


• Why it matters: Narrows your focus to professionals likely to have disposable income and complex financial situations. Monitor conversion rates by industry to refine your focus.

Defining your ideal lead can help you build your personal brand on LinkedIn.

Current Job Title

This is a critical filter for identifying individuals in positions of influence or those typically associated with higher earnings and financial responsibility.

• How to use it: Search for titles like "CEO," "CFO," "VP of X," "Director of Y," "Partner," "Owner," "Physician," "Senior Engineer," "Attorney," "Founders," "Executives," etc. Use Boolean operators (AND, OR, NOT) for precision (e.g., (CEO OR Founder) NOT Assistant).


• Why it matters: Directly identifies decision-makers and high-income professionals. Track the titles that yield the most qualified leads in your CRM.

For more information on Boolean search on LinkedIn read our latest blog post!

Seniority Level

Focusing on seniority helps filter for individuals who have climbed the career ladder and are likely accumulating significant wealth.

• How to use it: Select "Owner," "VP," "CXO," "Partner," "Director," "Senior" to target established professionals.


• Why it matters: Professionals at higher seniority levels typically have greater financial responsibilities and wealth accumulation, making them prime candidates for financial planning. Observe the seniority level of your closed deals.

Years in Current Company

These filters can indicate stability and career progression, suggesting a more settled financial situation.

• How to use it: Look for individuals with at least 3-5+ years in their current company or position, implying stability and potentially accumulated equity or significant savings.


• Why it matters: Stable professionals are often less transient and more likely to be planning for long-term financial goals, such as retirement, investments, or wealth transfer.

Company Headcount

Targeting individuals within companies of a certain size can help identify prospects with specific employee benefits (e.g., executive compensation plans, stock options) or who may be part of a company experiencing growth or an exit event.

• How to use it: Focus on companies with 200+ employees, 1,000+, or even 10,000+ depending on your target market (e.g., targeting senior executives at large corporations or owners of successful mid-sized businesses).


• Why it matters: Larger or rapidly growing companies often have employees with more complex financial needs due to executive compensation, stock options, or impending liquidity events. Track the company size of your most valuable clients.

Once you've got your list narrowed down, it's time to send outreach messages. Learn when to send LinkedIn messages.

How To Use Sales Navigator Spotlights for Outreach

Sales Navigator's "Spotlights" are dynamic filters that highlight recent professional changes or activities, providing ideal moments for personalized outreach. This is key for wealth managers, as change can influence many financial decisions.

Changed Jobs in the Last 90 Days

A job change, especially a promotion or move to a higher-paying role, often triggers a need for financial planning reassessment (e.g., 401k rollovers, new benefit packages, equity compensation).

• How to use it: Select this filter to find individuals who have recently switched roles.


• Why it matters: New jobs often come with new financial considerations, making these individuals highly receptive to timely financial advice. Set alerts for this filter to act quickly.

Outreach text consistent follow up. Learn how to follow up on LinkedIn without sounding pushy.

Mentioned in the News

Individuals or companies mentioned in the news often indicate significant events (e.g., funding rounds, acquisitions, IPOs, major projects) that can create liquidity or a need for financial guidance.

• How to use it: Use this filter to find professionals whose companies or profiles have recently been in the news.


• Why it matters: Provides a highly relevant and timely reason to reach out, demonstrating that you've done your research and understand their current professional context.

Posted on LinkedIn in the Last 30 Days

This filter identifies active LinkedIn users, meaning they are more likely to see and respond to your messages.

• How to use it: Select this filter to narrow your results to active users.


• Why it matters: Increases the likelihood of engagement, as you're reaching out to individuals who regularly check their LinkedIn feed and messages.

Want to improve your own posting strategy? Learn what type of content to post on LinkedIn.

Conclusion

For wealth managers seeking to efficiently find and engage qualified financial planning leads, LinkedIn Sales Navigator is an indispensable tool. By mastering its advanced filters – from basic demographics and professional attributes to dynamic "Spotlights" – you can precisely pinpoint individuals who align with your ideal client profile and are at life stages where financial planning services are most relevant.

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