Will it ever stop raining? My get-up-and-go has got upand left — how can I still be productive today? (Photo:Shutterstock)

Will it ever stop raining?  Our rainy summer led into arainy fall, which turned into a rainy winter.  Now it's arainy spring.  My get-up-and-go got up and left. I still need to bring in business.  How can I maketoday worthwhile?

It's tempting to do vacation research online or see what yourfriends are up to on Facebook.  Trythese 10 activities instead:

1.  Add to your LinkedInnetwork.  You've got lots of 1st levelconnections.  LinkedIn prompts you with profiles of peopleyou might know.  You have a long list ofprospects.  Would they be interested in connecting?

Why:  You “drip market” through yourregular postings and raise your visibility. People see you as a subject matter expert.  At the veryleast, it builds name recognition.

2.  Build a list of clients wholeft.  They had their reasons.  Be thebigger person, and get rid of that “good riddance”mindset.  Curious about whether they're happy? Only one way to find out.

Why:  People who moved might havebuyer's remorse, but pride keeps them from calling and saying “CanI come back?”  Call.  Ask if everything workedout.

3. Look over aged leads.  These are soold, they have fuzz growing on them!  They were interestedin something at one time.  Did I ever contactthem?  Did I follow up?

Why:  Build a small list. Figure out a way to get back on their radar.

4.  Flip through your book. Note the last time you called.  Today, this might be donethrough your CRM program that tracks client contact.  Someclients fall through the cracks.  What's a good reason tocall?

Why:  Contact lets clients know youcare about them, have their interests at heart.  Sometimesit prompts an “I'm glad you called!  There's somethingI've wanted to ask about…”

5.  What has a sense of urgency, right thisminute?  Do I have a really good idea that'stimely?  Something I can get excited about? Years ago, advisors had “story stocks,” or stocks associated withnews stories, that were fun to talk about, in addition to hopefullybeing good investments.

Why:  As they say, timing iseverything.  Clients who watch the news might want tohear: “Based on what's going on in the world right now, here's whatI think we should buy…”

6.  How have the new tax laws affected myclient?  Their taxes are filed.  Theyknow whether they are getting a refund and thesize.  Their accountant may have given themadvice.  I wonder what it is?  Only one way tofind out.

Why:  Tax deferred growth might makesense.  Maybe they are paying more taxes and want toreduce their taxable interest on long term investments.

7.  Who has a birthday or anniversarysoon?  If it's today or yesterday, call themup.  Ask how they celebrated.  Maybe you suggestgetting together for coffee or a drink. (When it stopsraining.)  If you have a week's notice, send them acard.

Why:  It's courteous.  Itshows you pay attention to details.  You care about themas a person.

8.  Who is the right age for a Long Term Careinsurance conversation?  Maybe you'veheard the saying “You don't wait to buy realestate.  You buy real estate and wait.”  Manypeople wait to start thinking about LTC insurance until later inlife.  It's probably smarter to shop around when they arestill young and healthy.

Why:  As Baby Boomers age, Gen X andGen Y are starting to see the problems on the horizon theythemselves will face.

9.  How well do I know myneighbors?  You live on a cul de sac. You know some neighbors better than others.  Some are newarrivals.  Start by making a list, house byhouse.  Next, write down their names and the names oftheir children.  List everything you know, includingschools and hobbies.

Why:  Shared interests should surfacealong with genuine insurance or investment issues.

10.  Who is likely stuck in their house or attheir desk?  It's a rainy day.  Thereare some people you can never get because they are constantly inmotion.  They probably aren't going out today, if they canavoid it.

Why:  Today's the day to catchthem.  Now, what will I talk about?

We often equate rainy days with wasted, boring days. It affects our mood.  But these ten activities should helpfill the pipeline.  Some might even lead tobusiness.

Bryce Sanders is president of PerceptiveBusiness Solutions Inc. He provides HNW client acquisition trainingfor the financial services industry. His book, “Captivating the Wealthy Investor” can be foundon Amazon.

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