prospecting plan

A cornerstone of great strategy is understanding where to compete in the market…or rather, which area of expertise or service offering to lead with in the marketing efforts. Once the target market clients have been…

The easiest method for anyone to generate and get more referrals and favourable introductions is to GIVE more referrals and introductions. This is just not done as much as it could or should by most…

Have you ever thought about where the easiest wins are in getting new business? Or if you prefer; where the low-hanging fruit is? There will be latent opportunities inside most professionals businesses, and usually those…

The way prospects engage with professionals has changed, and it is logical for us to change how we engage with prospects also. In the old days we qualified prospects on the basis of a clearly…

Prospecting continues to be the biggest day to day business problem for financial advisers, yet prospecting has never actually been easier. If you polled 100 advisers with this simple question I would wager that more…

We all want all of our prospects to say YES, but getting them to do so isn’t necessarily about having a clever line that they can’t say “no” to. Which do you think is more…

A fisherman friend gave me a great prospecting tip: fish at your feet first. His point was a simple one: why spend a lot of effort casting, and risking throwing your bait, and then having…

Financial advisers who need more clients need to be better marketers than salespeople in todays environment. For most that means they probably need new, or more, skills. Not more technical skills; more commercial skills. While…