Adopt a Town
IN MOST CASES, smaller towns outside a large city are underprospected and provide a good opportunity for a financial advisor who is willing to commit time there.
IDENTIFY AND GATHER DATA
The first step is to identify the town in which you want to make a concentrated prospecting effort. Good criteria to use are that it should be its own entity, not a suburb, and the population should be at least 5,000. You want to focus on a town where there is little competition for what you have to offer.
Once you select the town, visit it and write down the names of the businesses that look successful and the names of the streets in the nicest neighborhoods. Also, visit the chamber of commerce to gather as much information as possible, ...