A Student of the Industry into an Industry Superstar

He began his journey with CRP from $1.5M in 2006 to $3M in 2007 to an anticipated $8M by years end 2008 by simply “asking” for new business. A savvy networker and fearless advisor, David asked friends and old clients, their referrals, and nearly anyone else he came across, for their business. By asking, he received, and now attributes 30% of his annual business to the simple fact that he asked for it.

In an effort to continue growing his practice, David began holding workshops. Quick to recognize the increasingly common turnouts of “unqualified” attendees, David responded by personally calling each RSVP and pre-qualifying. Rather than workshop quantity, he now has attendee quality, which has resulted in more business. “By pre-screening and qualifying attendees, the group is much smaller, but the interaction at the workshop, along with the quality of the new client, is much greater and more rewarding.” Most recently, David began holding workshops on niche topics, such as rollover planning, as well as teaching night classes at his local university, where retiring boomers pay for a course in retirement planning. These combined efforts attribute to 40% of David’s annual business.

Lastly, understanding the value of “centers of influence” and the important role they play in an overall financial plan, David became certified to teach CE credits to CPAs. Proving to be a valuable introduction source, he receives nearly 30% of new business each year by way of CPA referrals.