Financial advisors need to keep their prospect pipeline filled. To do so, you may have some standard techniques for finding new business. This might involve anything from social media to holding seminars.
Below are a few ideas you may have overlooked that you could add to your prospecting mix:
- Reconnect with friends. They may know you’re a financial advisor, but do they know who you help and how? A genuine conversation about their work can naturally lead to discussing yours.
- Offer a second opinion. Even if friends already have an advisor or insurance agent, circumstances change. Their advisor may have retired, changed firms or no longer meet their needs.
- Be active on social media. Posting content isn’t enough. Engage with others by responding to comments, answering messages, posting birthday wishes and participating in conversations.
- Reach out to people changing jobs. LinkedIn regularly highlights people who have started new positions. Congratulating them can open a discussion about retirement accounts and potential rollover opportunities.
- Look at businesses you support. You likely frequent several local small businesses. Do the owners know what you do and how you help clients, especially small-business owners?
- Reconnect with former classmates. A holiday card or New Year’s check-in can restart old relationships and create new business conversations.
- Ask satisfied clients for introductions. When you’ve solved an important problem, ask whether they know others facing similar challenges.
- Expand existing relationships. Your current clients may have purchased financial products in other places. Explore whether they want to move some of that business to you.
These simple strategies can help keep your prospect pipeline full and your business growing. Which one could you put into practice this week?
Bryce Sanders is president of Perceptive Business Solutions Inc. His book, “Captivating the Wealthy Investor,” is available on Amazon.
For more ideas about how to find new clients, read
- When finding clients who fit is a “shoe-in”
- Keep the pipeline moving (MDRT member-exclusive content)
- Your prospect pool is deeper than you think (MDRT member-exclusive content)
No.07