Many advisors look for a brand new prospecting strategy, something they've never tried before. Filling your pipeline might be a lot simpler. (Photo: Shutterstock)
The New Year has started, and it's time to fill the pipeline again. We haven't done much since Thanksgiving, have we? You've attended lots of training seminars talking about referrals or LinkedIn, but maybe you need some fresh, or at least forgotten ideas. Here are five:
1. Where did your best clients come from? This isn't mine. It came from some trainers/coaches I've thought are tops in their field. This idea is at least 10 years old.
- Make a list of your best client relationships.
- Next to each name, write down how you got them. Look for commonalities.
- When was the last time you used that client acquisition technique?
It's not uncommon for advisors to reply: “Oh, I haven't done that for years!”
Your “to do”: Make a list of your 10 best client relationships…
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Bryce Sanders
Bryce Sanders, president of Perceptive Business Solutions Inc., has provided training for the financial services industry on high-net-worth client acquisition since 2001. He trains financial professionals on how to identify prospects within the wealthiest 2%-5% of their market, where to meet and socialize with them, how to talk with wealthy people and develop personal relationships, and how to transform wealthy friends into clients. Bryce spent 14 years with a major financial services firm as a successful financial advisor, two years as a district sales manager and four years as a home office manager. He developed personal relationships within the HNW community through his past involvement as a Trustee of the James A. Michener Art Museum, Board of Associates for the Bucks County Chapter of the Fox Chase Cancer Center, Board of Trustees for Stevens Institute of Technology and as a church lector. Bryce has been published in American City Business Journals, Barrons, InsuranceNewsNet, BenefitsPro, The Register, MDRT Round the Table, MDRT Blog, accountingweb.com, Advisorpedia and Horsesmouth.com. In Canada, his articles have appeared in Wealth Professional. He is the author of the book “Captivating the Wealthy Investor.”
