Speed Up Conversion Time from Prospect to Client

Mike McGlothlin CFP®, CHFC®, CLU®, LUTCF®, NSSA® 

Turning a prospect into a client takes time and energy. Before you put in the effort, don’t you want to know the prospective client’s financial situation? Which prospects are the right fit?

Our founder has a great line that he picked up from many of his peers in the financial services business. Basically, he tells our salespeople that we drive past more business on our way to work than we do during the entire year. And that’s certainly true. We just have to find it.

October remains one of the highest renewal months in the year for certificates of deposit. This is in part because people get tax returns in April that they don’t know what to do with. So, they put it into a six-month CD. And when the CD comes up in October it’s still very reflective of the major market crash 30 years ago. People have just continued to renew one-year and five-year CDs.

Today, 63 million households have assets at a commercial bank and more than 30 million have multiple CDs. In short, there are a lot of opportunities. But how do you determine which clients to invest in? Which clients are worthy of your time effort and energy?

Before you help them with a retirement plan, work with Ash to determine their financial situation. We have a great tool called Journey Guide that can help. More than just a marketing tool, it is a phenomenal calculator that can help identify people who have sufficient assets — or even assets held away.

Through social media, digital advertising and email, you can forward your message to your existing clients and also bring in new potential leads. When we’ve deployed this with other advisors, we’ve found more than 200 leads — people who actually completed the financial calculator. They have identified which prospects have the most opportunity for their business. We can help you do the same. If you would like to learn more, give us a call at (877) 565 0793. After all, how long does it currently take you to get 200 leads? And how long does it take to qualify them? Reach out to learn more about how we can accelerate your business.

Transformational Tactic

Don’t waste time on prospects that aren’t a good fit. With JourneyGuide, you can identify potential leads and grow your business.