To find out, look at the first list below. Then compare it with the techniques of low earners, in the second list.
The top two are the same in both lists. And "Participation", "Seminars", and "Speeches" are in the upper part of both.
But while "Printed newsletter" is 5th most effective method of the high earners, it's 8th for low earners. "Electronic newsletter" is 7th in the upper list, and 11th in the lower.
Conversely, while "Professional public relations" holds the 3rd place for low earners, high earners rate it as 8th.
The bottom third of both lists has "Working with the media", "Cold e-mailing", and "Directory listings".
To get and keep high-quality clients dump the less effective tools in the lower part of both lists, and replace them with those in the upper part of the high earner list.
You don't need all of them, 7 is probably enough. And, if one works for you, even if it's low rated, stick with it.
Here's the first list, showing how the 48 HIGH earners (over $100,000/yr.)rate the effectiveness of 15 ways to attract, and retain clients, sorted from the most to least effective:
1. Referrals from clients, and non-clients
2. Contacting clients by phone, or in person
3. Participation in organizations composed of clients
4. Seminars, teaching classes
5. Printed newsletter, mailed or hand-delivered
6. Electronic newsletter, faxed, e-mailed, or on website
7. Speeches, talks to civic, trade, and select audiences
8. Professional public relations
9. Writing articles for newspapers, magazines, or books
10. Working with the media
11. Website focussing on you, and your business
12. Cold calling, by phone, or in person
13. Cold e-mailing, faxing, mailing brochures, etc.
14. Directory listings
15. Advertising in newspapers, magazines
And here's how LOW earners(under $100,000/yr.) rate them:
1. Referrals from clients, and non-clients
2. Contacting clients by phone, or in person
3. Professional public relations
4. Participation in organizations composed of clients
5. Speeches, talks to civic, trade, and select audiences
6. Seminars, teaching classes
7. Writing articles for newspapers, magazines, or books
8. Printed newsletter, mailed or hand-delivered
9. Cold calling, by phone, or in person
10. Advertising in newspapers, magazines
11. Electronic newsletter, faxed, e-mailed, or on website
12. Website focussing on you, and your business
13. Working with the media
14. Cold e-mailing, faxing, mailing brochures, etc.
15. Directory listings
Use this information to improve your own practice-building.
Ask yourself if you should try some techniques you've never attempted. Or replace some that are no longer effective.
How Do High Earners Prospect - To learn more about this author, visit Donald F. Pooley's Website.
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Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
it if you include these credit lines:
Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
his marketing know-how with audiences of
life insurance men
in all major Canadian cities, London,
Australia, Chicago, New
York, San Francisco, Hong Kong, and
Singapore, and now in his
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