Leveraging Warm Prospects

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!

About Mike Kaselnak

Michael Kaselnak is considered one of the top marketing and sales experts in the financial services industry. He has personally mentored over 300 financial advisors in the past 10 years. These financial advisors saw their average production increase by 62%. Many saw increases of over 300 percent. He writes articles that have appeared in many mainstream magazines and has written the popular report 300 Financial Headlines that sell.
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