The example I used in Part I is called “The Chef’s Table.” It’s the kind of event that clients like to attend and feel comfortable inviting a guest to. Here are some event ideas used before by other professionals that perhaps you can use too.

  • I know one advisor who hosts two or three golf lessons every summer. He hires a golf pro to teach a lesson and hang out with his guests – clients and prospects.
  • Another hosts a one-day “Ski Junket” at his local ski resort. Clients pay for the trip by inviting guests.
  • Another hosts a dinner twice a year. Sometimes he hires a comedian or a magician. Clients are encouraged to bring guests. He also holds a “referral raffle” at his dinners.
  • Another hosts the “Event of the Year” at his home every year. He gets a big tent, hires a band or comedian. His clients bring guests. Many of these guests turn into clients.
  • I know a producer who uses his boat all summer long as a way to entertain clients and their guest. Bring a guest and you get to spend the day on his boat. Many advisors accomplish this goal through golf, tennis, or baseball outings.

Start small if you have to. Keep it simple, but classy. Now you’re getting personal, face-to-face introductions to great prospects.

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