$1.23 TRILLION dollars changes hands every day. You wouldn’t have to intercept much of that to see a huge difference in your bottom line. Where is the money going? 401(k) rollovers… divorce settlements… business sales… savings… investing… and the list goes on.
What is your plan to intercept some of it?
- There are advisors who make a great living going down to the court house every couple of months and finding divorce settlements. They send out a pre-approach letter explaining how they specialize in working with people who are recently divorced. They then follow up with a phone call after checking to make sure the person isn’t on the DNC list.
- There are advisors killing it by trolling LinkedIn, Facebook and the business sections of their local paper looking for people that have recently changed jobs… and approaching those people about 401(k) rollovers.
- I know an advisor that dripped on a Human Resources department head at a DIY big box retailer for over a year and then hit the jack pot. The company discontinued its Defined Benefit plan and guess who got all the referrals about what to do with the money that the company distributed to its employees? The guy made over $2 million in two years with NO marketing costs.
Moral of the story? Think about where your top clients came from… is there a way to put yourself in front of people just like them when they are making money decisions? Spending an afternoon thinking about this could change your business forever… in a very, very good way!