So, you’ve got a bunch of people on your warm list… but how do you effectively reach out to them, to get them back in your office?
Use psychology of course! Most people suffer from recency bias… that means they think a similar event is likely to happen again… right after that event occurs. Here’s how to use that phenomenon.
You need to reach out to people about topics they have just heard about on the news last night… it’s what is disturbing them RIGHT NOW!
- If the market tanked 500 points yesterday… shoot out an email about safe investments or re-evaluating portfolios for safety.
- If interest rates were just raised or lowered… shoot out an email about how they can affect them in good or bad ways.
- If they just announced another big tariff… send an email about how that could affect them and why their portfolio may need adjusting.
- A big security breach at a national retailer… send an email about how they can protect their investment accounts and protect themselves from tax fraud.
We are all fighting for our prospect’s attention. The best way to do that, is to piggyback on the hot issue of the day!