Before reaching out to as many people as possible, it may be more effective if we think through our prospecting strategy. Having a strategy allow us to work with better quality prospects and enable us to close bigger premium policies. Here are some tips for an effective prospecting strategy. Decide on your area of financial planning, determine which area of financial planning you wish to specialize in. For example, it could be retirement planning, estate planning, employee benefits, etc. Once you have done this, you can then define the profile of your ideal customer.

What would be the profile of the ideal customer for this area of financial planning? What will be his age, profession hobbies etc. determine where he or she is located. Based on this profile of customer. Where can he be found example associations, clubs, recreation groups, etc. Get involved with the group.

Join these groups and get involved with the activities. This will allow you to be centered amongst your ideal customer. look for opportunities to build relationships, look for opportunities to add value to the relationship. When I was prospecting, I joined them in groups that have members who have the profile of my ideal customers. I didn't build relationships with them by being helpful to them. I helped to push their children organize friendly matches with other teams, bring extra sports drinks and offer it to them, recommend the best equipment for the game and so on.

Over time, the relationship deepen and it was easy for me to ask for a meeting to discuss their financial plans. By implementing a strategic plan when prospecting you will be far more effective than trying to reach out to prospects when there is not much in common with them.