Send in the clones
ROBBIE ROBINSON 29-Oct-2018
I want you to close your eyes for a few seconds and visualize your top five or 10 client relationships. These are clients with whom you enjoy spending time. These are clients who understand and value your services. In fact, these are clients who have likely given you a significant portion of their investable assets.
Now, if you could clone those clients, would you? The answer is a no-brainer: of course, you would.
When it comes to prospecting for new clients, your top relationships probably spend time with like-minded friends, neighbors and colleagues who could also benefit from your services. One way to uncover those prospects is to create opportunities for introductions.
Great financial advisors tend to have one thing in common: intelligent and exhaustive due diligence on their clients and their prospects. If you want to duplicate your top households, do your homework.
Below is a template that financial advisors can use to make introductions and uncover new prospects. The idea is to gather as much information as possible about everyone you know. Then, identify shared interests among your clients and prospects and schedule events that capitalize on those commonalities.
Let’s say several clients and/or prospects are small business owners. You could organize a small business summit and invite a business valuation expert to present alongside you. Encourage each client to bring another small business owner to the event.
Another idea is to organize an event around a charitable interest that several clients and/or prospects have an expressed interest in supporting. For example, in the table below, several clients support Habitat for Humanity. Arrange to participate in a Habitat for Humanity build and invite those clients to bring along friends and colleagues.
You may discover that finding new ways to connect with prospects could lead to more meaningful and lasting relationships.
SAMPLE TEMPLATE FOR DUPLICATING YOUR TOP RELATIONSHIPS: