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Life Health > Running Your Business > Prospecting

Prospecting tips that work

By Daniel Williams

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“Every senior advisory practice needs to be in a constant state of forward motion,” according to Senior Market Advisor contributing writer Joe Finora.

Recently, Joe and I have been brainstorming article ideas that will help advisors build their prospecting pipeline. Through that initial research and discussion, Joe came up with a great prospecting checklist that will help you grow your business. Following is a playbook every advisor should keep handy.

A Target Prospecting Playbook:

  • Identify your practice’s strengths.
  • Are they compatible with what clients are telling you or asking for?
  • Can you make your existing clients better ones with new services?
  • Are you regularly reaching out for new business with a consistent marketing message?

In addition to the playbook, what type of marketing strategy do you have in place? Joe suggests to keep in mind the following marketing ideas:

The Multi-Marketer — Are you utilizing the following?

  • A media relations strategy
  • Direct mail / e-mail campaign
  • Client information, i.e. tax returns
  • Referrals/introductions
  • Speaking opportunities

Do you have other prospecting ideas you’d like to share? Use the form below to let us know what’s working for you.