Public speaking can become the best source of new potential clients for the financial advisor.
Think about it. You want to see and meet people who can use your service. You want them to meet you under the best of conditions . So, where better than at one of their club or association meetings, lunches, or other functions?
Your introducer will present you to the audience in a most favourable light. He'll tell them what a great success you are. The listeners will take what you have to say, fit it or not, to their needs, and some of them will call you to help them to attain their goals.
But you might say, "I would sooner be eulogized than be the eulogizer." Yes, the truth is, one of the most feared tasks anyone can face is speaking to a group.
Yet, if you are successful in the field of advising and planning on a one-to-one basis, it is a small step to use your one-on-one discussion as a presentation to many. To overcome your fear of facing many people, try talking just a few less than many, and build up the numbers, as you grow more confident.
You WILL grow more confident each time you're at the podium.
Then, you'll want to meet a group of business people in a certain field. Think of some one in that, or a related field who may be able to introduce you to an association or a regular gathering of that group.
Offer to speak to them on successful financial planning, or life insurance, or estate planning (whatever is your zone of expertise) with a view to helping them achieve their goals.
Think about it. Historically, it takes about two to three one-on-one interviews, to make a client. So, if you can speak to ten willing listeners at one sitting, or standing, you could get as many as five new clients, assuming your presentation fits your audience.
Remember, as you chose your audiences; you can't help but succeed in gaining new clients .
The best way is to start on a personal speaking tour. Decide on the kind of people with whom you want to do business. Then find their groups, associations, professions, etc. and make it your business to get in front of as many of them as you can at one time, to tell your wonderful story.
Find a friend or client in your chosen areas and enlist his or her help to get you there.
If you want to fill your "people to see" file, JUST DO IT!
During his nearly 40 years in the life insurance busness, Norman Gilbert, CLU, CHFC, CFP, achieved Life Membership in the MDRT, qualified twice for the Top of the Table, and four times for the Court of the Table, so, obviously he knows how to prospect successfully.
Talking Turkey - 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
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Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
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