So, I’m hoping by now that you have a defined niche, a target market where you can help solve their problems? if not, as many of us say, develop your area of specialistion then identify one or more target groups that would benefit from your area of specialistaion. Typically the next question is “how do I get in front of my target market?” they are a zillion ways and one of them is this:
Make a list of at least 20 people who share the same target market as you do (not other Financial Advisers). These are people you may not know yet but, who share the same target market as you do; they offer different services/products and they can potentially introduce you to their clients. This list is best kept next to your PC, tapped to your desk, somewhere you will see it everyday, put it away and you’ll never find it again – focus and commit.
By looking at this list everyday it will remind you to think of ways to connect with people. You’ll continually start to think about who knows who and how you can get introduced to them. If you truly want to increase your referral sources this is an excellent strategy to use. I would strongly recommend you stay focused and commit and everyday think of ways to reach out and get introduced to someone on that list. Some may think, a simple list, that will never work, but it does, for those who write the list and commit everyday to reaching out to someone new. It’s simple, it’s proven and it’s effective. We all say “It’s a small world” when we meet someone who knows someone who knows someone else.
Write the list this Easter break, commit and see in three months how many more meetings you have had with potential referral sources.