1. Target your audience. I have found I am most effective with women. So I developed a plan to do something fun with the women in my database and encourage them to introduce me to their friends. I don’t like asking for names during an appointment; instead, I developed the idea of hosting a tea during the birthday month for my women clients. I explain that we are celebrating their birthday and ask them to bring someone who would benefit from meeting with me.
-Barbara Franklin, networking expert

2. Don’t use mailing labels. Every letter, fax and e-mail should be personally addressed and never contain “Dear Client.”
-Bill Good, author of “Hot Prospects”

3. Just ask. Go back to your current and past clients and ASK for referrals.
-Adrian Miller, Adrian Miller Sales Training

4. Get help from your competitors. Maybe not directly, but take a look at what they’re doing. If they’re sticking with the same methods, it’s probably working. But it’s important to take a
long-term view of the competition.
-Larry Chase, president of Chase Online Marketing Strategies

5. Engage in good deeds. Providing community service and gently letting people know what you do can help create leads that can grow a business.
-George Solomon, FSC Securities Corp.

Do you have ideas to share with other advisors? E-mail them to us at dwilliams@seniormarketadvisor.com.

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