3 more habits of highly effective lead generation

By Daniel Williams

LifeHealthPro


According to our annual Advisor’s Survey the No. 1 thing that keeps you up at night is lead generation. In the January issue of Senior Market Advisor, we will be revealing the 50 best ways to generate leads.

We’re currently compiling that list and have come across some great ideas that can help you close out 2010 with a bang. Below, I have included some of those top ideas.

In addition, if you would like to see your lead generation ideas in that upcoming issue of Senior Market Advisor, please send them to me at dwilliams@sbmedia.com. I want to see your top tips in an upcoming blog!

I receive all of my new clients from referral. My clients know this and because of our long history they are very good at referring me to their friends and family. My clients know that I look at their money as if it were my own parents’ money. I always return calls and have never been afraid of talking to them. My clients appreciate that openness and honesty.
-- Tim Fitzgerald

My best lead generation idea comes from business networking through civic/fraternal groups. By joining these types of groups, we can establish relationships through helping others. This way people can see that advisors are not only motivated by doing for ourselves. They can see that we are motivated through selfless acts as well.
-- James Davis Trent

Develop a referral mindset. Use an agenda (hard copy) with every client meeting. For example, look at this mock up titled: “John and Mary Smith Family Agenda.” It would map out as the following:
    1. About Us
    2. The Process
    3. About You—Fact Finder
    4. Present Solution
    5. Implement Solution
    6. Introductions (referrals, value)
Review the agenda at the beginning and end of every interview. The “introductions” will trigger the referral discussion. For example: “My purpose at this time is to get your answers to a few questions. Do you mind if I ask them? Good. I was hoping to get your permission to just do some ‘brainstorming’ for a few minutes about who you know that might benefit from our services, too. Could we do that for just a few minutes?”
-- Guy Cornette