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Easy tasks for important connections

Bryce Sanders

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10 things you can do that will pay off when you don’t feel like working.

There are days when your “get up and go” just “got up and went.” Every day has the potential to be the best day of your career — and as an MDRT member, you’ve definitely had some really great days. But they can’t all be your best. Try these 10 tricks to turn your focus up to high and transform blah days to productive days:

1. Reengage long-term prospects.

These potential clients were interested in something, but the timing just wasn’t right. Dig them out, refresh your memory and perhaps try reaching out again.

2. Find money coming due.

Pull up a list of your clients and prospects who own CDs and treasuries. When do they mature? They’ll want to put that money back to work, so you should schedule time to talk a couple of weeks in advance.

3. Schedule policy reviews.

Working with an advisor means clients should receive regular service check-ins. Do you try to talk with every client at least once a year? Something may have changed in their lives.

4. Find those who fell through the cracks.

These might be reassigned accounts or they may just be quiet people. Everyone deserves some attention, so think of them as warm leads and get to know them better. There might be additional business.

5. Acknowledge birthdays and anniversaries.

This should be easy to research on your CRM system. Have cards on hand so you can quickly write a nice message and send out — in an envelope with a handwritten address and real stamp — to celebrate special events.

6. Don’t forget your own extended family.

Some of your family members may not be clients — it happens! Maybe they live at a distance and you don’t see them often. Find out who is celebrating birthdays and anniversaries and send them cards, too. It keeps your name in front of them.

7. Get your continuing education credits.

It’s a chore, but it’s also a requirement you need to fulfill. There are lots available online, so why not work on them on a slower day?

8. Connect on LinkedIn.

Focus on building your network. Add people with the potential of doing business. You might focus on certain professions or companies as your niche market. Send out some personalized invitations to widen your circles. But remember: Your firm likely has rules around LinkedIn connections that you need to follow.

9. Get caught up on LinkedIn messages and notifications.

It’s easy to fall behind on all the birthdays, work anniversaries and promotions alerts sent by LinkedIn. Luckily, the platform makes it easy to reply with automatic responses. That initial exchange could get a conversation going.

10. Check your other social media accounts for milestones.

Who is getting married, having children or retiring? People use their social channels to announce engagements, births and other life events. See what’s going on — there’s business potential.

While these are good activities to tackle when you don’t feel like doing other work, you can also build this list out into tasks for the coming months. Each day will have its own to-do list that will keep you connected to clients and potential networks.

Bryce Sanders is president of Perceptive Business Solutions Inc. He provides high-net-worth client acquisition training for financial services professionals and is the author of the book “Captivating the Wealthy Investor.” Contact him at perceptivebusiness.com.

 

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