Prospecting and Referrals

How do you find clients, and how do you get your existing clients to talk you up? These two most popular marketing questions have a section of their own.

Prospecting

The "Smart" Way to Script
Bill Bachrach, CSP
These five pointers will allow you to jettison your "dumb" script and move on to a client-centric approach.

Successful Prospecting: It’s in the Mail
Jeffrey Dobkin
Direct mail is successful when prospects read it. Here’s one very effective way to make sure they do.

Overcoming Your Fear of Prospecting
Lynn Vincent
Are you one of the 95 percent of advisors who hate to prospect? Lynn Vincent features several advisors who have come up with innovative ways to keep the prospecting pipeline full.

Sales Ideas: Reaching LTCI Prospects
William Free, CLU, ChFC, MSFS
Few prospects are too young for long-term care insurance, says one LTCI specialist. Here’s how to reach them.

I Am Your Boomer Prospect
Jeffrey Dobkin
Use this six-step prospecting technique to reach that leading edge of Baby Boomers who aren’t ready for retirement.

Priming the Prospecting Machine
Peter Bates
If you look in fertile locations for new clients and cultivate often, you will get results.

Look for Gold in Your Backyard
Tommy Doolittle, CLU, ChFC
You may already have the new clients you want.

Prospecting Tips
Randy S. Schuster
Turn warm leads into hot appointments with these suggestions.

Use Ads Wisely
Paul McGoldrick, CLU, ChFC
“Advertorials” allow you to speak to prospects creatively.

Building a Quality Base
Edmond Walters
The right tactics will help you stand out.

Stick With the Plan
Bonnie Cashman
Whatever you’re doing to build your business, it will get easier and more successful over time.

Prospecting to Seniors
Matt Fiamengo, CLU, LUTCF, RHU
Know the market you want to sell to so you can give them the information they need.

Use Face-to-Face Prospecting
Barbara De Jong
Knock and the door to success will be opened.

Forging a Working Relationship With Bankers
Timothy J. O’Connor, CLU, ChFC
Learn what a bank needs and wants from an advisor—plus tips on splitting commissions.

Retaining and Attracting Clients
Troy Korsgaden
A proactive approach is the best way to build and grow your practice.

 

Referrals

Promote “Referral Awareness”
Gary F. Thomas, CLU, ChFC
Getting quality referrals from your clients may be as simple as asking them not to keep you and your practice a secret.

High-Touch Means Clients for Life
Gary F. Thomas, CLU, ChFC
Developing a systematic approach to getting to know your clients allows you to cement your relationship and grow a referral-based business.

Are You a Referral Wimp?
Bill Cates
You’ve avoided asking for referrals, for fear that you’ll come across as pushy or desperate—now’s the time to take action.

8½ Things to Do for More Referrals
Bill Cates, CSP
Develop these habits to start generating more word-of-mouth business.

Referral Radar System
Matt Anderson
This system will help you gauge whether a prospective referral partner is a

Identifying Referral Partners
Matt Anderson
Your email inbox is full and so is your voicemail—who in the bunch could be your next top referral partner?keeper or a dead-end.

The Only Referral Script You’ll Ever Need
Maggie Leyes
MDRT legend Tony Gordon gives you his two-part approach.

Stop Prospecting Forever
Paul McCord
Use this four-step “referralspecting” process and never have to make a cold call again.

Ten Tips for Networking
Ike Z. Devji, J.D.
These helpful hints have led to a steady stream of referrals for one advisor.

Beyond Traditional Referrals
Jennifer L. Alford
Doctors, attorneys, CPAs—Yes, they’re good centers of influence, but every advisor is calling them. You don’t have to be one of them.

Go Slow—Become Friends
Jeffrey Gitomer
Good relationships will help you build referral partnerships, win more clients and bring them back time and time again.

The Best Time to Ask for Referrals
Bill Cates, CSP
When your clients acknowledge the value you provide, that’s when to talk referrals.

Building a Referral-Based Practice
Ted Rusinoff, CFP
Get on the fast track toward building a profitable practice.

Systematize Your Way to Success
Dennis Moseley-Williams
Here is a checklist to get your practice up to speed for optimum “referability.”

Influential Advisors: Your Key to Consistent Referrals
Julian Good Jr., CLU, ChFC
Don’t just cultivate centers of influence, cultivate those who advise others. Find out how.

Improve Your Referral System
Bill Bachrach, CSP
Using the MISC formula can help you convert more referrals into clients.

Do Referrals the Right Way
John Graham
Don’t ask for referrals. Here’s how to properly use your customer base as a source of new business.