Whites Of Their Eyes » Successful Seminars http://www.mikekaselnak.com Don't pay for marketing until you see the whites of your clients' eyes Thu, 02 Feb 2012 20:57:20 +0000 en hourly 1 http://wordpress.org/?v=3.0 Leveraging Warm Prospects http://www.mikekaselnak.com/2008/06/leveraging-warm-prospects/ http://www.mikekaselnak.com/2008/06/leveraging-warm-prospects/#comments Mon, 09 Jun 2008 13:00:11 +0000 Mike Kaselnak http://www.mikekaselnak.com/?p=5 Continue reading →]]> The diamonds are at our feet as the old story goes. If you have been in business more than a couple of years, you should have built up quite a list of warm prospects…if you haven’t been putting those prospect’s names in a database, well that’s a whole other discussion.

When was the last time you invited that warm list to an informal get together about some technique or problem that you could solve? I have seen response rates of over 10% when advisers have sent letters inviting their old warm list to such events. Send out 200 and you have 20 units coming to a sales presentation. What does that cost? $80 maybe? Not a bad marketing coup!

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