1. You have neighbors.

Any new neighbors? Do all your neighbors know what you do? How you help people? There’s an advantage hidden here! Since you are working from home, they have a local “office” of your firm on their street!

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2. Newly graduated alumni.

Let’s assume you are connected to your college alumni association. If not, get this done. The school turned out a new class of graduates in 2020. Have they joined the local chapter? Has anyone reached out to them? This gives you a non-threatening reason to get in touch. You association likely started putting on virtual events like talks and seminars. They probably need content.

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3. Friends from your religious organization.

You are used to seeing them across the aisle. Either you are attending services virtually or people attending in person are avoiding close contact. They likely already know what you do for a living. Call them up. Catch up. How are they doing? There might be money in motion: Year-end bonuses are a positive outcome. Layoffs are a negative one. Reaching out shows you care about them as a person.

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4. Your friendly accountant.

Let’s assume there have been reciprocal referrals before. Do they know anyone who needs your kind of help and advice? They might be in the financial planning business, but don’t handle the implementation side. At least this conversation gets you on the radar.

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5. Your LinkedIn connections.

You have been posting content regularly. More people “like” posts than take the time to comment on them. Have you thanked them for liking your posts? Tried initiating a conversation?

(Photo: Shutterstock)

(Photo: Shutterstock)

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6. Local businesses that are doing well.

TV news focuses on people severely hurt by the pandemic. There are some at the other extreme. If every business requires signs for social distancing and mask requirements, it’s logical print shops and sign makers have business rolling in. On a grim note, funeral homes have likely seen an increase in business. You might know some of these folks socially through the Chamber.

(Photo: Diego Radzinschi/ALM)

7. Big donors to local charities.

You know them through your community involvement. The logic is simple. You want people with assets. They have money to give away. Try getting in touch now. How are they doing? The reason you didn’t do it in years past is because they were always on vacation. Not anymore.

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8. People who complain about their advisor.

You actually hear from these people! It’s an obvious opportunity. You need a strategy to cultivate them that isn’t predatory.

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9. Recent property sales.

This is usually easy to find in the local newspaper under “Real Estate Transactions.” This sounds like money in motion. They might have repurchased another property, buy maybe they are downsizing. Either way, you have a new resident or a seller you could look up. Would a letter take that much effort?

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10. Referrals from current clients.

I saved the most obvious one until last. You will be doing annual reviews for the next few weeks. It’s an ideal opportunity to probe for people they know that might not be getting this level of attention.

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Related: 15 Things Never to Say to Clients or Prospects

It’s 2021. We are still working from home under pandemic restrictions. A new year has started yet the virus said: “Not so fast.” You need more prospects. Your business plan has a big empty space that needs completion. Where will they come from?

What you Can and Can’t Do Right This Minute

Let’s look at the rules you need to follow.

You Can:

  • Call people
  • Send emails
  • Send texts (firm permitting)
  • Use social media
  • Write letters 
  • Send faxes (Do people do that anymore?)

You Can’t:

  • Invite people into your office
  • Enter their home or office
  • Engage in networking activities like Chamber events
  • Attend community group functions
  • Start conversations with strangers on the train or the gym.

Let’s look at ways you can raise your visibility. The idea is people should know who you are, what you do and why you are good.

In the gallery above are some suggestions for connecting with different types of prospects from the comfort of your home office. They shouldn’t be intrusive. In many cases they are concerned and kind. You will know the right time to bring up business.

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