2. Somethin’ More To Talk About
Do you have a checklist of talking points for meetings with prospects and clients — or do you just “wing it”? You’ll be more productive when you create a list of 100 important conversation topics. Include questions about their goals, family, hobbies, portfolios, challenges, wins since you last met, etc. Make sure the questions are geared to your “ideal clients”.
Once completed, your checklist can be used in ways that have nothing to do with client meetings. You can write articles on your topics. Mail the articles to your best clients, email them to your newsletter list, and bring them to networking events to hand out instead of business cards — or place them on your blog. Create short videos on the topics and place them on YouTube and your website. Design a mini-checklist to give out to prospects or place on your website. Bring in other experts (who share your ideal clients) to talk about a subject with your clients. Brainstorm with your team on the limitless ways you can repurpose your checklist.
With or without a team, you can create or update your checklist for 2013. Don’t stop creating until you have nearly 100 items on it! To get you started, here’s an article from Investment-News about creating a Checklist for 2013 Client Meetings
©2013 Elevating Your Business. Maria Marsala is a Business Coach to Financial Advisors and a former Wall Street Trader. She helps independent and fee-based financial advisors reach their 5-year business and personal goals in 24 months. Maria has been recognized as a thought leader whose ideas have been published in Financial Planning Magazine, RIA Biz, Advisor Max, Dow Jones, The Street, Entrepreneur Magazine, and numerous other books, trade journals, and magazines. If you liked this article, get them delivered to your Inbox every two weeks. Register here