Close Close
Popular Financial Topics Discover relevant content from across the suite of ALM legal publications From the Industry More content from ThinkAdvisor and select sponsors Investment Advisor Issue Gallery Read digital editions of Investment Advisor Magazine Tax Facts Get clear, current, and reliable answers to pressing tax questions
Luminaries Awards

Life Health > Running Your Business > Prospecting

Prospecting tips that work

Your article was successfully shared with the contacts you provided.

“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.


© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.