I’m on the road today so my backdrop is courtesy of Marriott.
Anyway, I was checking in at the office looking at some of the survey results that you all are sending back to me.
When I asked the question what is your greatest challenge, one of the top responses is “I can’t get in front of enough prospects”.
I can’t get in front of enough prospects.
There are some simple ways that you can get in front of more prospects almost immediately. That’s what I’m going to cover on this video.
Before I get into the details, let me give you a little bit of background.
You see, I believe that most advisors already know all the people that they need to know to be able to grow their businesses whether it’s growing the business directly with those people or those people introducing them to prospective clients.
I think you already know who these people are or have a quick way to get access to them.
They really come in 3 different places. Let me go through them one at a time.
First of all, many advisors have more clients than they’re currently servicing on a regular basis.
That’s a mistake for lots of different reasons but in this particular case, it’s an opportunity for determining if some of those lower tier clients have the potential to move up scale.
You see, you probably have clients on your books that for whatever reason, you haven’t gotten deep into that relationship and they may have the potential to be an ultimate client of your business. It’s incumbent on you to re-profile those lower tier clients.
I talk about this a lot in my book, Delivering the Ultimate Client Experience, but that’s one place that you can turn clients into bigger clients, get in front of them quickly and create some good results for your business.
A second place that you can go is into your current list of prospects.
Again, most advisors have a very unorganized way of keeping up with prospective clients. You may have a CRM system but it’s not up to date.
You may have a spreadsheet or a legal pad or a pile of business cards. They come in lots of different formats but you haven’t organized them. You haven’t stayed up with them. Every time you go through the list, you think, “Oh, gosh. I don’t know what to do with this person.”
Every time you go through the list, you think, “Oh, gosh. I don’t know what to do with this person.”
The fact of the matter is you could probably just call them, remind them of the introduction that you had and get in front of them over the next couple of weeks and they could be prospective clients of your practice.
It’s just a matter of organizing the gems that are already in that database, that list of prospects that you already have.
The third place I would recommend that you go is to people that you know, you believe you would like to do business with, but for whatever reason, they’re not working with you and you haven’t approached them or maybe even talked to them about doing business with you.
Face it. They may not really know what you do or that you’re even open for new business.
Just because your practice accepts new clients on a regular basis doesn’t mean that the people that you come in contact with on a daily basis understand how you work.
Make a list of people that you know that you think would be good prospects, good clients, future clients of your business and get in front of them.
If you spent a little bit of time organizing that lower tier client list, that client database, that list of people that you know, you have a lot of people that you could call on, have appointments with and really get the momentum going.
Of course, there are other ways to do it too, but those are 3 great ways that you could start today and begin seeing results very, very quickly.
Go ahead and take action on this now, don’t over complicate it.