1. People met. How many people did I meet at the last event? (Ideally six.) How many have I met cumulatively? Do I talk to them when I come across them? Do they know Who I am, What I do and Why I am good? What do I know about them? (Photo: Shutterstock)
2. Interests. What do we share in common? Is it enough to form a personal relationship? Am I keeping notes somewhere? (Photo: Shutterstock)
3. Discussing business. Have I learned anything about their needs or problems? Have they mentioned where they do business currently? Are they happy with their present arrangement? Is there a business opportunity? What about the organization itself? Any business opportunities? (Photo: Shutterstock)
4. Business meetings. Have I sat down with them and discussed business relative to their needs? Have I drawn them out about what they do, then told my story? Have I explained how they can help, the type of people I would like to meet? (Photo: Shutterstock)
5. Transition to clients. How many of those conversations above have turned into client relationships? Approaching from another direction, how many people have been referred or introduced? (Photo: Shutterstock)


We usually measure prospecting success by new accounts opened and growth of new assets brought into the firm. But what if you have undertaken a longer-term strategy to build relationships with wealthy prospects, such as joining a nonprofit or business organization?

This is a long game. The prospects you meet through these efforts have the potential to be very, very large clients — but you aren’t going to build their trust overnight.

In the gallery above are some questions to ask yourself to determine whether you’re on the right track. These are measurable metrics. You like numbers. They let you know if your investment of time and money is paying off. You are doing good for the community while also laying a foundation for building business.

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