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Life Health > Running Your Business > Prospecting

6 Ways to Add Names to Your Prospect Pipeline

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What You Need to Know

  • People you have never met are simply suspects.
  • When the lives of people you really know change, maybe they need you.
  • Warm weather should give you new opportunities to expand your social circles.

Every agent or advisor has a prospect pipeline. When business picks up, it’s tempting to neglect filling it.

When business slows down some advisors anxiously ask: “Where will new business come from?” Fortunately, that’s not you.

All names are not created equal.

There are names off a list. There are people you know a little more about, but haven’t contacted. They are suspects.

There are people where you have a social relationship or have initiated a conversation about business. These are prospects, the type of names you want in your pipeline.

1. Your New Friends

You have been involved in the community. You are constantly meeting new people at meetings or events. You have made a meaningful connection with some of them.

They should be added to your prospect pipeline.

Can you identify a need? Have they started asking the right questions? Do they know what you do?

2. Life Changing Events

Suppose one of your new friends won the lottery! That would be a life changing event! Few people win the lottery, but life changing events happen throughout your client base.

Clients inherit money. They take on new jobs with higher pay and more responsibility.

Others lose their jobs or take early retirement. Their needs are different than before.

Do you have your ear to the ground? Is this happening someplace?

3. Their Organization

You know your client through their community involvement. Some are in leadership positions with local charities or your university.

Their group might have financial needs. They might have an endowment or a foundation.

It’s not their money, but they may be in an influential position or able to put you in touch with the right people.

Start by asking clients, “What do you do in your role at (group)?”

4. Referrals

These new friends of yours… they might not be ready to do business, but they know someone who has a need.

You won’t know until you ask.

5. Their Friends

You have met some new people through your community involvement.

If you see them outside the community organization you will probably be meeting their friends.

If you and they are football fans and you go to a game together, chances are their friends will join them.

Who are those other folks in the car? You won’t be trying to sell them anything, but learning their names is a good start.

6. New Social Circles

The weather is getting warmer. Your new friends are starting to entertain outside.

You are invited over for BBQs and picnics. You are meeting members of their social circle.

You’ve heard the expression, “A stranger is a friend you haven’t met yet.” Don’t just stick with the familiar faces.

Meet some of your host’s friends too.

With a little creativity you can start to refill your prospect pipeline.

(Photo: Bloomberg)


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