Published September 7, 2016
As summer winds down and the air turns crisper and cooler, it’s time to refocus energy around making the 4th quarter as productive as possible. With the children and grandchildren back in school and summer Fridays over, these five activities should generate some additional growth opportunities for your financial firm without much effort.
- Make new social connections.
Spend one Friday afternoon going through your LinkedIn connections to look at their connections. Then send a simple, but custom, message to the 2nd degree connections who look like people you would want to meet. A simple message like: “I noticed you are connected with XXX (client’s name). I’ve been working with XXX for a while now and helping him/her reach retirement goals, and I’d be honored to have a discussion with you.”
- Look at your segmented client base in detail.
Pull up your “A” clients and run an analysis report on them to determine if there are opportunities to uncover more business. Or simply make sure you have reached out to members of this select client group to deepen your relationships with them even before you have an annual meeting.
- Look for money in motion – an inheritance, sold house, divorce or insurance settlement.
Ask your clients if they know anyone who has just retired, sold their house or been recently widowed. You may get an introduction to a new client just by asking about money in motion.
- Dedicate one day a month to meeting with a center of influence.
Find other professionals in your area who work with the type of client you are training to acquire and ask them if you can take them to lunch. Some common examples of centers of influence are accountants, estate planners, divorce attorneys and even real estate agents who know when people sell their houses!
- Practice (or create) your unique value proposition.
What makes you stand out as a financial advisor? Say it in your sleep. As you get out and network more, it is important for you to reiterate to all of your constituents (this means your clients, your prospects, your employees and your centers of influence) exactly what your unique value is.
Now is the time to plan for the rest of the year and beyond. Be intentional about taking steps each month to grow your financial firm. Before you know it you will be working on New Year’s resolutions. So get to it!