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3 habits of highly effective lead generation

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Our annual “50 ways to generate leads” feature is set to appear in an upcoming issue of Senior Market Advisor. If you would like to see your lead generation ideas in that story, please send them to me at [email protected]. I want to see your top tips in an upcoming blog!

We have already begun receiving highly effective lead generation tips from our readers. Below, I have included some of those top ideas.


Referrals are the backbone and foundation of our market. Asking your best clients that believe in you and your company for referrals are a must. Referrals from those clients seem to stay longer and usually refer the same type of dependable client they are. I sponsor my daughter’s sports teams and 15 little players with your name and company logo are the best referral source available and its fun at the same time.

–Alex S. Edmisten, FSS, LUTCF

Join a networking group and if there is not a slot available in the groups in your area for a financial advisor, start your own group. I have been a member of Business Networking International for 7 years. With the economy and trust being at all time lows, it is a great way to build solid business relationships. Don’t join just to get something out of the group. The key to success in these groups is to help other people build their business and then the trust will be built on a solid foundation. Givers Gain!

–Brad Williams

One of the best lead generation techniques I know of is to be “specific” in regard to which you endeavor to generate the leads from. I strongly believe that “niche” marketing is the best way to do this. Some agents ask: “How do I choose my niche?” The easy answer is “Which persons do I share an affinity with?” “Who do I get along with best?” “Which kinds of people do I like, and which people like me?”

It shouldn’t take you that long to discover a pattern. Once you have made a determination in that regard, the next step is to find out what really makes these particular persons tick? What are their likes and dislikes? What issues are they most concerned with? Do the research and talk with them in an easy going, conversational way. Be their friend. Be real with them. Find out what magazines they read, what TV shows they watch. What radio stations do they listen to? With that information you can determine the best way to get your message heard by that particular niche audience.

–David Gerard


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