Distraction-Proof® Advisor Ideas

Last week we looked at being quickly memorable. Today we’re going to look at how to back that up.
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So, we’ve made a quick introduction to a retail store owner, or somebody from our desired target market, we’ve left, and now we need a wonderful way to follow up effectively.

I talk to many advisors who talk a great game about prospecting and connecting, or at least having an introduction with one or two people, and then when I ask them how they’ve followed up on that, they’ve said, “Well, it should have been done about three weeks ago, but I got sidetracked and got on to something else,” or, “I set myself a goal to touch base with them every six weeks, but then got busy doing something else.”

Basically what it amounts to is they don’t have an efficient system to follow up with those prospects. You need to do this! Firstly, set yourself a system and a format – a structure – that you’re going to follow. So, when you go back to these people, and I would suggest about every three weeks, all you’re doing is dropping something off to them that is relevant to them, that’s relative to their circumstances, and you’re just zipping in. A quick, “Hi! Here’s something I thought might be of interest to you,” and then you’re leaving. So, it’s just a quick touch with them – something helpful to them, and something that’s going to keep you fresh in their mind.

I suggest doing this about once every three weeks and committing to it. It’s not just about their business, per se. You might have discovered that they have children in sophomore year or junior year at high school, so it might be something about filling out the FAFSA. It might be something about employee benefits – something that’s going to be relevant to them.

So,

1. To do this most effectively, you need a system that you’re going to commit to. When you have said every three weeks you’re going to pop in, drop off something and leave, make it every three weeks.
2. Make a point of doing just that – popping in, dropping off something relevant, just in a manilla envelope with a little note and business card, and then leaving. You’re not trying to get into an in-depth conversation. Be respectful of them and their circumstances.
3. Follow-up with them. Another three weeks later, again, just connect with them or send them an email and say, “Hope you found that piece interesting. I’m here to help. I’m here to talk anytime you’ve got something to discuss that’s relevant to you.”

I look forward to bringing you another Distraction-Proof Advisor Idea next week.