Your Business is Meeting People
Your title is “financial advisor” or “planner,” however, one of your core business activities is to meet people. Early in my career as an advisor, one of my mentors would always remind his clients and centers of influence that he was in the business of “meeting people, especially successful people, like you.” He would seldom leave a conversation without a name or the assurance of a name and the referrer promising a favorable introduction.
It was a very low key, non-threatening exchange and he would nurture his growing pipeline of qualified prospects with seminars and newsletters. He was one of the most successful and productive financial advisors in the large metropolitan area until his well-earned retirement.