Though prospecting is a part of any successful advisor’s job, it does not have to feel like a job. If you can bring fun, excitement and value to prospects, you’ve already proven to them a relationship with you will not be a painful experience.
Each year, I host an event to celebrate my clients and thank them for their business. Typically, about 150 guests attend, and interestingly, each client brings an average of one to three friends with them. One invitation can bring in three or more potential new clients. Since there is a high volume of attendees unfamiliar with my services, I use this opportunity to not only show them the lighter side of my practice, but to educate them on the benefits of financial planning.
In between self-defense lessons, make-over tips and live music, I give a very short presentation that grazes the surface of the importance of sound financial planning. I outline the basic pieces of planning, alert them to things of which they should be aware, and encourage attendees to seek out help if those important issues have not been addressed. The mood stays light and upbeat throughout my presentation, and hopefully I’ve piqued the interest of the prospects in attendance.