Will it ever stop raining? My get-up-and-go has got up and left — how can I still be productive today? (Photo: Shutterstock)
Will it ever stop raining? Our rainy summer led into a rainy fall, which turned into a rainy winter. Now it's a rainy spring. My get-up-and-go got up and left. I still need to bring in business. How can I make today worthwhile?
It's tempting to do vacation research online or see what your friends are up to on Facebook. Try these 10 activities instead:
1. Add to your LinkedIn network. You've got lots of 1st level connections. LinkedIn prompts you with profiles of people you might know. You have a long list of prospects. Would they be interested in connecting?
Why: You “drip market” through your regular postings and raise your visibility. People see you as a subject matter expert. At the very least, it builds name recognition.
2. Build a list of clients who left. They had their reasons. Be the bigger person, and get rid of that “good riddance” mindset. Curious about whether they're happy? Only one way to find out.
Why: People who moved might have buyer's remorse, but pride keeps them from calling and saying “Can I come back?” Call. Ask if everything worked out.
3. Look over aged leads. These are so old, they have fuzz growing on them! They were interested in something at one time. Did I ever contact them? Did I follow up?
Why: Build a small list. Figure out a way to get back on their radar.
4. Flip through your book. Note the last time you called. Today, this might be done through your CRM program that tracks client contact. Some clients fall through the cracks. What's a good reason to call?
Why: Contact lets clients know you care about them, have their interests at heart. Sometimes it prompts an “I'm glad you called! There's something I've wanted to ask about…”
5. What has a sense of urgency, right this minute? Do I have a really good idea that's timely? Something I can get excited about? Years ago, advisors had “story stocks,” or stocks associated with news stories, that were fun to talk about, in addition to hopefully being good investments.
Why: As they say, timing is everything. Clients who watch the news might want to hear: “Based on what's going on in the world right now, here's what I think we should buy…”
6. How have the new tax laws affected my client? Their taxes are filed. They know whether they are getting a refund and the size. Their accountant may have given them advice. I wonder what it is? Only one way to find out.
Why: Tax deferred growth might make sense. Maybe they are paying more taxes and want to reduce their taxable interest on long term investments.
7. Who has a birthday or anniversary soon? If it's today or yesterday, call them up. Ask how they celebrated. Maybe you suggest getting together for coffee or a drink. (When it stops raining.) If you have a week's notice, send them a card.
Why: It's courteous. It shows you pay attention to details. You care about them as a person.
8. Who is the right age for a Long Term Care insurance conversation? Maybe you've heard the saying “You don't wait to buy real estate. You buy real estate and wait.” Many people wait to start thinking about LTC insurance until later in life. It's probably smarter to shop around when they are still young and healthy.
Why: As Baby Boomers age, Gen X and Gen Y are starting to see the problems on the horizon they themselves will face.
9. How well do I know my neighbors? You live on a cul de sac. You know some neighbors better than others. Some are new arrivals. Start by making a list, house by house. Next, write down their names and the names of their children. List everything you know, including schools and hobbies.
Why: Shared interests should surface along with genuine insurance or investment issues.
10. Who is likely stuck in their house or at their desk? It's a rainy day. There are some people you can never get because they are constantly in motion. They probably aren't going out today, if they can avoid it.
Why: Today's the day to catch them. Now, what will I talk about?
We often equate rainy days with wasted, boring days. It affects our mood. But these ten activities should help fill the pipeline. Some might even lead to business.
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, “Captivating the Wealthy Investor” can be found on Amazon.
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Bryce Sanders
Bryce Sanders, president of Perceptive Business Solutions Inc., has provided training for the financial services industry on high-net-worth client acquisition since 2001. He trains financial professionals on how to identify prospects within the wealthiest 2%-5% of their market, where to meet and socialize with them, how to talk with wealthy people and develop personal relationships, and how to transform wealthy friends into clients. Bryce spent 14 years with a major financial services firm as a successful financial advisor, two years as a district sales manager and four years as a home office manager. He developed personal relationships within the HNW community through his past involvement as a Trustee of the James A. Michener Art Museum, Board of Associates for the Bucks County Chapter of the Fox Chase Cancer Center, Board of Trustees for Stevens Institute of Technology and as a church lector. Bryce has been published in American City Business Journals, Barrons, InsuranceNewsNet, BenefitsPro, The Register, MDRT Round the Table, MDRT Blog, accountingweb.com, Advisorpedia and Horsesmouth.com. In Canada, his articles have appeared in Wealth Professional. He is the author of the book “Captivating the Wealthy Investor.”
