Tips for Prospecting
Typically, even when armed with information about prospects, advisors tend to rely on traditional marketing approaches to win business—personal referrals, direct mail, email and invitations to wealth management seminars.
Aside from working referrals which sometimes pay off but are often difficult to generate, results from this broad-based prospecting strategy are usually inconsistent at best, and the process itself is almost always highly time-intensive and inefficient.
To be most effective and efficient in your prospecting, consider building detailed demographic and wealth profiles of prospects in your pipeline. Each should include a summary of advice you might provide to address a need you’ve identified and a strategy for raising this issue during your first meeting or discussion.
While your referral partners are always the best source for intelligence on your prospects, they may not always have extensive knowledge of these individuals’ financial holdings and business activities or insights into their family dynamics and philanthropic pursuits. Fortunately, the Internet—and some excellent online tools—have emerged as key resources for filling in these information gaps and helping advisors be more informed. Please have a look at an amazing tool developed by CVM Systems YOU CAN FIND THEM AT OUR SISTER WEB SITE WWW.FEES4SERVICE.COM.AU
