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Updated by FAHUB on Jan 05, 2018
Headline for 51 Ways to Prospect for Financial Advisors
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51 Ways to Prospect for Financial Advisors

Finding new clients is challenging.

Back in the day, it was the phone book. Today it’s social media, networking groups, and seminars.

It’s very hard to become the best at everything.

In the beginning, I suggest a shotgun approach. See what you like and what works for you.

If you're charismatic, maybe networking events are for you.

If you're an influential writer, maybe it's LinkedIn.

Whatever you do, just make sure you do A LOT of it.

I have included my top 5 activities with several other ideas for you to consider.

Good luck!

1

LinkedIn

LinkedIn is number one because this is where your clients are. Make sure you build a strong, attractive profile and take the time to learn about LinkedIn's capabilities.

2

Google

Google is the most powerful search engine in the world. Use Google to do research on people you are trying to connect with. Use your insight to your advantage to help you land the meeting, and eventually your prospect.

3

Center of Influence - Estate Attorney and CPA

If you can form a solid relationship with 1 or 2 CPA and/or estate attorneys you will put yourself in a great position to be successful.

4

Client Referrals

Don't ask your clients for a referral. Ask your clients to introduce you to 1 or 2 of their friends or family. The more specific you are the better. For instance, if you know that your client knows someone who you have been trying to connect with, ask your client to introduce you to that individual. This is much more effective strategy than just asking for a referral.

5

BNI, Rotary Club, and Other Local Networking Groups

Join BNI, Rotary Club, and Other Local Networking Groups

6

Former Colleagues

Reach out to acquaintances and former colleagues. Ask to reconnect or deepen the relationship.

7

Current Business Affiliations

Contractors, Plumbers, and everyone else you are doing business with now. Contact former or current vendors and people you did or do business with. Let them know what you're up to. If you have done business with them they will be more likely to want to return the favor do business with you!

8

Alumni

Look through alumni publications connect with old friends.

9

Center of Influence - Insurance Agents

Contact local insurance agents, who do not offer financial planning and let them know you'd like to be a resource of information.

10

Annual Reports of Companies

Research annual reports, write down names of executives, search them on Spokeo, call with the Executive script found here.

11

Public Records - Birth

Check public records for recent births. (529 opportunities)

12

Public Records - Marriage, Divorce

Search your local county court records for recent deaths, divorces, marriage and other vital records (money in motion - huge opportunity)

13

Utilizing public salary information.

Search executive salaries and contact qualified prospects and awardees of new bonuses.

14

Local Executives

Connect with local business executives - firms typically highlight their management teams on their website.

15

Center of Influence - Bankers

Contact local Mortgage Banker and Insurance Agent and build a relationship.

16

Networking

Join your local Chamber of Commerce, BNI, Local Business Network, Mastermind Group, LeTip, Women in Business Networking, CVB, Local Merchant Association, Rotary Club, Kiwanis, and Optimists. Once you join, contact every member and tell them you're new and looking to build some relationships. Offer to grab a coffee!

17

Police, Fire, and Municipality

Search city directory and connect with authority figures.

18

Local Officials

Contact city officials and learn more about how you can be involved in the community.

19

Client Appreciation

Call your current clients and tell them you are hosting a "client appreciation event." Ask them to invite one new friend who they think can benefit from your service.

20

Boat Shows & Everything else

Set up shop at the boat show. Boat shows attract affluent clients. Try to think of other shows in your area that attract the same affluent clients. (Wine, Food, Golf etc)

21

Public Records

Search for recent court settlements and contact the beneficiary.

22

Online Employee Direcotries

Go to the local big company website and see if you can search their directory for employees contact information. Call them and introduce yourself.

23

Endowment

Search endowment organizations and contact administrator for an introduction.

24

Money in motion - Estate Sales

Search for local estate sales and visit. More often than not beneficiaries of the estate will be present. While visiting, introduce yourself, express your condolences, and hand them a card in case they have any questions.

25

Center of Influence - HR and benefits executives

Search administrative employees and email or call for an introduction.