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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