I commonly hear that prospecting for new clients is the biggest challenge for Advisors. In fact, many believe it’s the toughest part of this business. Even if prospecting comes more naturally to you, I’m sure you had moments where you’ve wished prospects would call you. Wishful thinking? Maybe when you’re new in the business. However, if you go about it differently, you CAN get to a point where prospective clients contact you when they’re ready to address a financial matter.
Stop constantly looking for new prospective clients and instead have a strategy that involves building a relationship with your direct and distant network. Think about how many people you’ve come into contact with over the years. Some become instant prospective clients that turned into clients. But A LOT never moved past prospective client and at some point you dismissed them. BIG MISTAKE.
In this weeks episode, I talk about stopping the madness and instead adopt the strategy that makes marketing for prospective clients effortless!