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You need to keep your prospecting pipeline filled. How are you going to do it? Don't leave any stone unturned.
You graduated from a college or university. They are expert at raising money from alumni. They have a network in place for graduates to affiliate and communicate. There are rules against cold-calling from the alumni directory, but you have plenty of opportunities to get on people's radar and talk business.
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The "Old School Tie" gives you a common connection with many people across the age and wealth spectrum. Here are several ways you can take advantage of the opportunity.
1. Add to your LinkedIn connections. You are composing the invitation in your head right now. "We are both graduates of (school). We are connected to (#) of the same people. Let's connect on LinkedIn." Search for graduates who are second level connections.
2. Join LinkedIn groups. Your school should have a social media presence. This means they should have a LinkedIn group for the school and another for the local alumni chapter. Join them. Post content regularly.
3. Become a donor. You want to get on the radar screen. Make your first annual contribution if you haven't done so already. They will acknowledge your gift and seek to move you up the scale.
4. Find the local alumni club. There should be a chapter near you. If not, start one. That second strategy leads to abundant opportunities to connect with fellow alumni who have the potential to be prospects.
5. Offer yourself as a speaker. The alumni club has regular meetings. Usually they are arranged around a meal. Many chapters feature fellow alumni as speakers. Come up with a topic that is more educational than salesy.
6. One leads to another. If your talk was a hit, other chapters will be interested in having you present to their group. If this doesn't happen on it's own, ask the chapter president if they think there is interest elsewhere.
7. Can you put on an alumni-only seminar? The topic might be "How to pay to send your child to (school)." It would be presented by a graduate (you) for fellow graduates only. The alumni association might even allow you to use their logo. It's a way to connect with graduates and get them into a room. It's worth a try. Ask.
8. Develop a talk the school covets. Put together a talk how people could structure their charitable giving utilizing insurance and designating the school as a retirement plan beneficiary. They should be thrilled and help you get speaking engagements.
9. Can you write for the alumni newsletter? There is usually a national one plus another from the local club. Assuming your firm is agreeable (or if they have canned content) see about writing articles on topics that could lead to business. Benefit plans is the logical subject.
10. Attend alumni day. The school brings graduates back annually. You can reconnect with classmates. You will come across as successful in your personal life. Word about your involvement with the school at the alumni level precedes you.
11. Is there a bricks and mortar club? If you attended a famous local school, there might be a club in the city. Join it. If there isn't, but there is a club focusing on members of many colleges, see about joining that club. It's a good dining and entertainment venue that will impress prospects. Club rules might not allow you to talk business, but you will deliver the Wow factor.
Many alumni own their own businesses. Others have risen to influential positions in major firms. This is your chance to put those ties to work!
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.”
