Mining for Those Golden Prospects Should Come Easy to Financial Advisors

Prospecting is necessary since the purpose of business is to attract and maintain customers. (Source - Peter Drucker) Many professional sales people including small business owners find prospecting difficult.

In today's world, there are 3 significant investments - house (property), car (transportation) and retirement. As a financial advisor, you have far more golden opportunities to increase sales than many others who seek to sell their products or services.

If you are a financial advisor, you should be able to mine for those golden prospects much easier because:

* More people have a need for financial security
* Less people understand what they need to do
* Very few people know how to do what they need to do

How you mine for prospects can be as simple as asking for referrals, joining a formal networking group or holding seminars that can further educate the need of your prospects. The goal is to build an authentic relationship of mutual trust from which you then have the opportunity to discover additional wants and needs of your prospect.

With so many financial advisors saying the same thing about protecting your money to growing your wealth, you must also use these opportunities to further separate yourself from the other financial advisors. I call this being the red jacket in the sea of gray suits.

Another way to prospect is to focus on a niche market such as:

* New married couples
* Families with children in middle school
* Couples without children
* Early retirement (forced attrition) workers
* Widows
* Widowers
* Business owners looking into succession planning
* Recent college graduates

Once your niche market is identified then you need to create a plan and then execute or operationalize your goals within that plan. All of your prospecting (marketing) activities should then be directed to achieving those goals. By taking these actions, you will be mining a lot more golden prospects and potentially not working nearly as hard to increase sales.