• direct mail
  • offering a free financial plan
  • cold calling
  • networking with CPAS & payroll providers
  • traditional print advertising

While an old standby such as cold calling may seem a bit archaic, Strong says you have to adapt your methods to the current environment (and go with whatever works best). “Early in my career I did a lot of cold calling,” Stong recalls. “With the recent market action I’ve gone back to that approach, but at this point most of our new business comes from referrals. We’re also thinking of using more direct mail as we’ve had some good results in the past.” Strong admits that he hasn’t found any absolutely, 100-percent sure-fire techniques. Instead, he’s found that a blend of seminars, networking, referrals and old-fashioned direct mail have each been useful, in their own way.