Discovering Your Natural Prospects and Clients
Former top professional John Savage once said, “What is actually easy is always open to question, but there are easier ways ... just as there are some hard ways.” Too often professionals go around the corner to get next door by purchasing a cold list of names and relying on marketing tactics, such as telephone cold calling and direct mail. A contact list of names that can be categorized into prospects and converted into clients is the raw ingredient for building a thriving financial services business and becoming a top performer. I’ve seen too many new and experienced professionals take the hard way with business development, ignoring their natural market, the dozens of people who already ...
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