40. Seek personal introductions.
A person who is personally introduced has already been “warmed-up” to me and knows why he is seeing me.
-William E. Spar
39. A helping hand.
I offer assistance claiming life insurance or annuity policies to all my clients’ families. The local funeral home knows that I help people out for free so they send a lot of people my way too.
What Your Peers Are Reading
38. Be true to your word.
Clients want advisors that will do what they say they will do and do it in a timely way. We provide not only our office but our cell phone numbers on our business cards.
37. Get the word out.
I place local ads including those in church and other non-profit newsletters/magazines when targeting prospective clients. Ads in local/city/county business magazines help when prospecting alliances with other professionals.
36. School pays.
I work with school employees and work my way through contacts in an entire school district. Historically, I helped some schools raise money for books, and in the process, I became a part of their community, more than just a financial advisor. In schools, one lead generates another.
35. Just ask.
I’m simply asking for them now…both in my emails (when making a recommendation, I conclude by saying “I would like to share this great idea with others. Please let me know of anyone you know that I should send this information to.”) and then I ask them when I call.