Never underestimate the value of teamwork in this profession, especially when teamwork involves mentoring a young advisor. Fostering the spirit of the Million Dollar Round Table (MDRT)’s commitment to mentoring, I partnered with a junior advisor, and, together, we have made prospecting a very fruitful process. We each have specific roles, and working together, we both learn valuable techniques for reaching new clients.
As a seasoned advisor, I am very comfortable talking to people. I try to be a pretty reliable people reader, thus I am able to successfully approach a prospect in the most effective way just by being attentive to their reactions and body language. However, in order to even reach these prospects, I need the help of my junior partner, who is a whiz at using the latest technology. Together, we become an efficient and successful team.
Make it personal
My junior advisor conducts initial research of our prospect(s) by using social networking sites, such as Google+ and LinkedIn. He can identify a prospect in our geography who matches our target demographic. He implemented a system that allows no prospect to slip through the cracks. He then compiles personal, but publicly-accessible information about the prospect, allowing me to make personal connections and suggestions to the prospect during our initial outreach.
Another advantage of research is the ability to have prospecting turn into a referral system. If my junior advisor notes the prospect works with an existing client, I will call the client and ask how he or she knows the prospect, turning the prospect into a qualified referral. My existing client can serve as a reference for the work we’ve done together, further paving the road to a new client relationship.