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Prospecting with Purpose
Earn encores by increasing your prospecting results.
The day-to-day demands of being a financial advisor can mean you leave prospecting to chance. This section of EncoreAdvisor.com will help you improve your prospecting results while simultaneously showing you how to save time and money. We'll help you answer these important questions:
- Do you really need to prospect?
- Which prospecting strategy is the best fit for your business style?
- Is your prospect database under control?
- Are your current clients prospecting on your behalf?
- How can you generate leads that qualify to be your clients?
- What are the best methods for leveraging your connections and centers of influence?
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Client and Prospect Handholding Letters - October 2008
Rob Brown
I have received a number of requests from members of EncoreAdvisor.com to write another client handholding letter; this coaching session contains a Word document you may download and mail merge with your client list. There is a second version for use with your best prospects. As current market conditions persist, the need to offer reassurance to your clients and reach out to your prospects remains vital. . . . keep reading
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How to Reconnect with Lost Clients
Rob Brown
Even the most successful financial advisors lose top clients from time-to-time. Therefore, your former client list could be a good source of future relationships. This coaching session takes you through a straightforward process for recapturing these past relationships and includes a "Lost Client Letter" to get you started. . . . keep reading
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A Low-Key Marketing Approach that Produces Surprising Results
Rob Brown
Your connections are people you know personally, socially, civically, or professionally. You probably believe that some of these folks would be good clients for your practice, but you're not sure. For some unexplained reason, you may even be reluctant to approach them about doing business. This quick coaching session tells you how. . . . keep reading
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How to Survive this Bear Market:
Attracting New Clients
Rob Brown
Today's volatile market presents a unique opportunity. While competitors may shy away from phone calls and meetings, they are actually setting you up to take over their businesses. Simple handholding messages designed to deliver proactive communication during turbulent times gives your clients and prospects the information they are so urgently seeking. If you're looking for new clients, the key is to treat your prospects like they're already clients of your practice. Treat them better than their current advisors. They need to know what they're missing by not having a relationship with you and your team. With this concept in mind, this coaching session contains a "bear market" prospecting campaign you could run over the next few weeks. . . . keep reading
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Don't Let Negativity Creep into Your Practice
Rob Brown
Negativity casts a wide net. Don't get trapped. Keep focused on the things that matter most to your team and clients. This coaching session also contains four handholding letters you can use with your clients or prospects. . . . keep reading
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Three Quick Tips for Improving Your Prospecting Results
Rob Brown
If you struggle with prospecting, it may be time to refashion your approach. Whether you need a large dose of new clients or prefer to more selectively add clients to your roster, this restructuring can be simple. More importantly, you don't need to re-invent the wheel, learn from the success of your peers. To help you get started, this coaching session gives you three strategies that are having a big impact on advisors today. . . . keep reading
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Will your connections make good clients?
Rob Brown
Connections are people you know personally, socially, civically, or professionally. You may believe they would be good clients for your practice, but you're not sure. In this quick coaching session, I examine a strategy for approaching your connections to determine of they would be a good fit for your practice. . . . keep reading
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8 Questions to Help You Calculate Your Goal for New Relationships
Rob Brown
Prospecting is tough work, but when you realistically set a target for new relationships and work backwards to your activities, you can produce better results with a lot less effort. As you set your sights on adding new relationships to your practice, it may be helpful to walk through a simple analysis. All you'll need is a pencil and the back of an envelope to answer 8 questions. . . . keep reading
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Are there hidden gems in your prospects database?
Rob Brown
Whether you use index cards, a spreadsheet or the latest and greatest software, you need to have a system for staying current with your future clients. You need to stop wasting time on unappreciative prospects. You must have a step-by-step strategy for uncovering prospects that have the greatest potential. This six minute presentation is a summary of our web class: "How to Uncover the Gems in Your Prospect Database." It will help you begin to uncover the hidden gems in your current prospect database. . . . keep reading
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Web Class: How to Uncover the Gems in Your Prospect Database
Rob Brown
Do you ever feel like your prospects are falling through the cracks? Perhaps, because of seminars and other campaigns, you have more prospects than you can handle. Or worse, you don't know which of your prospects really qualify to be your clients. If you would like to get your prospecting under control, listen to this 19 minute web class, and we will show you how to discover the gems in your prospect database. . . . keep reading
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3 Ideas for Getting the Most out of the Final Weeks of Tax Season
Rob Brown
Tax and IRA "season" is now in full throttle; this week's coaching session offers several "back to the basics" ideas to help you get the most out of the final weeks. Whether you're trying to capture 2007 IRA contributions, promoting Rollovers or leveraging this time of year to do a full retirement check-up; the letters and script included with this article will help you start and strengthen client relationships. . . . keep reading
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Are you effectively cultivating your active prospects?
Rob Brown
In the Cultivate stage of the Encore Approach to practice management I help my clients develop marketing and prospecting techniques. One key element of this coaching is developing systems for more effectively turning active prospects into clients. This coaching session contains four questions you should be asking your self about the way you manage your active prospects. . . . keep reading
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Recession-Proof Prospecting
Rob Brown
Nobody enjoys all the headlines predicting a 2008 recession, but the current financial landscape does represent a great time to add new clients to your practice. The key is to set yourself apart from the crowd and treat your prospects like they're already clients of your practice. With this concept in mind, this coaching session contains a "recession-proof" prospecting campaign you could run over the next few weeks. . . . keep reading
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In this uncertain investment climate, are your PROSPECTS more eager to hear your ideas?
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| "Benefits to working with Rob Brown and EncoreAdvisor.com: vacation in Hawaii, 2 family vacations this year and a new car. Great tools to grow your practice."
Ron - CPA, CFP
RIA
Omaha
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AR
Wealth Advisor
Scotia McLeod
"Robb, I had to call. I just finished one of your Web Classes, it was AWESOME! You share practical ideas and then give step-by-step ideas on how to make it work. The ideas from this class alone are worth the price of membership. You need to raise your prices."
Greg - CPA/PFS, CFP
Wealth Manager
California
"Thanks to one simple idea, I have done more business in the last 8 days than I did over the 4 previous months."
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Raymond James
Florida
"Over the past 12 months, my business is up more than 60%. Your ideas are now a regular part of my routine... Making the ideas actionable is key!”
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Morgan Stanley
Alabama
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Independent Rep
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