• / Free eNewsletters & Magazine
  • / My Account
Home>Practice Management>Practice Builder>7 Ways to Build a Better Prospecting List

Related Content

  1. Videos
  2. Articles
  1. Tax-Saving Strategies for Charitably Inclined Retirees

    The now-permanent qualified-charitable-distribution rules allow investors to donate to charity and reduce their tax bills, but that's by no means the only tax-friendly way to donate, says financial-planning expert Michael Kitces.

  2. Retirement Prepping for the Fiscal Cliff

    Financial columnist Gail MarksJarvis lays out planning strategies for taxes , Social Security, Medicare, and more, that retirees and pre- retirees should keep in mind amid U.S. budget uncertainty.

  3. Benz: A Year-End Tax-Planning Checklist

    In this presentation, Christine Benz discusses steps investors can take today--including tax-loss harvesting and portfolio repositioning--to manage their tax bills in 2016.

  4. Why 70 Is the Pivotal Age for Retirement Planning

    For retirees , everything changes when they must begin tapping their tax-deferred retirement accounts , says retirement expert Ed Slott.

7 Ways to Build a Better Prospecting List

Prospecting is an advisor's most dreaded task. It's also the difference between success and failure.

Allyson Lewis, 06/30/2016

Avoidance. Indecision. Fear. Pain. Dread.

Should you just tape these words to your desk? You know prospecting is the only way to increase your client base. You walk in every morning knowing that you have to ask people to do business with you. But prospecting is the most dreaded task of a financial advisor. It is also the difference between success and failure.

Many advisors think of prospecting as a two-part process: 1) What should I say? And 2) How many people should I call?

What should you say? Stop wasting time creating a scripted elevator speech. After you call a couple of hundred prospects, you will know what works and what doesn't. Scripts are static--experience is self-correcting.

Regarding how many prospects to call, there is no consensus. The statistics range from eight calls an hour to 300 a day. This absurd gap is polarizing and confusing.

How many prospects will you call a day? That is up to you. But none of this matters if you don't know the missing link: You have to have a list!

7 Ways to Build a Better Prospecting List 

1. Personal Connections
Download this Personal Connections Worksheet and write down the name and phone number of 100 friends and acquaintances.

Allyson Lewis is a nationally acclaimed motivator, speaker, time management and productivity strategist, executive coach, best-selling author of The 7 Minute Solution and The 7 Minute Life Daily Planner, and founder of www.The7MinuteLife.com. Download her latest time management report: http://the7minutelife.com/free-report/

To take advantage of the free time management worksheets, webinars, and more, subscribe to The7MinuteLife.com and follow her on Facebook http://www.facebook.com/the7minutelife and Twitter: @allyson7minutes

blog comments powered by Disqus
Upcoming Events
Conferences
Webinars

©2014 Morningstar Advisor. All right reserved.