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!