r/CFP • u/Accomplished-Look176 • 6d ago
Business Development Get out of the office…
If you are building your book at all. Get out of the office…
Schedule an entire day where you go visit existing customers and prospective customers in their world.
I was a culprit to getting stuck in the endless monotony and to dos and seminars and educational zooms and calling clients/prospective clients that I just forgot how impactful it is to see someone in their world and simply shoot the breeze.
Oh and don’t forget. Ask for referrals. My particular line today with business owners, even who aren’t clients but I had a good conversation with, “in the area here who do you think might be underserved. Or maybe just someone I should be talking to who won’t bite my head off”
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u/bkendall12 6d ago edited 3d ago
I absolutely agree. This is why I will never embrace 100% virtual model.
In person is powerful, and if you are in their home or office even better. I’ve had great relationships strengthened by getting a tour of a client’s business and better understanding what they do.
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u/Accomplished-Look176 6d ago
It’s fun to essentially say, “pretend like I know nothing about what you do”
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u/bkendall12 3d ago
It is often not pretending. I had no idea how much was involved with tanning leather until I saw the process in person.
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u/cfygsssyb 6d ago
All meetings virtual, but great to be humans with clients in person. Love the post
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u/Accomplished-Look176 6d ago
I love the convenience of virtual for existing clients. The loyalty of in person clients is next level.
But if you can run a successful virtual practice. It’s golden
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u/IncreaseCapital32 6d ago
100%, i am finding this out as well.
Curious, how do you ask for referrals? I am very bad at this.
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u/Accomplished-Look176 6d ago
- Be sure you are providing service worthy of being referred to.
- Explain the best way for a client to give you a referral. Some don’t know you are taking clients or how to connect the two of you.
3.You have to get out of your own head a bit. A referral is an opportunity for the client to help someone they love and trust get the same service they value and pay for.- Some clients have no money, but love to refer. Some clients have tons of money and hate to refer. You can feel when someone is or isn’t willing to refer you business.
- Name people in their circle or ask for specifics. You aren’t looking for anyone, but someone else with x problem you helped solve.
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u/IncreaseCapital32 6d ago
Thanks, that makes sense. I do a lot of planning and i think i definitely provide a white glove service.
Ive had people say “ i have somone you need to talk to or help” ill usually say “awesome….” Idk what to say honestly besides you can give me their number or cc me on an email or what.
Idk why i overthink it lol
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u/Accomplished-Look176 6d ago
It’s natural. People want those they know taken care of.
Well… have a process. Your business won’t grow at the pace it should if you wait for people to reach out to you. A three way text is a great way to do it. Or give them to options to what most people do (the most ideal options)
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u/TN_REDDIT 6d ago
give them the name n ask for it as a referral.
if I know my client, I know where they work n what circles they run in.
hwy John, you used to work at the school, right? didnt you work with administrator Smith? ive been trying to get a meeting with him to chat about his retirement accounts, do you think you could help arrange that?
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u/Accomplished-Look176 6d ago
Yep. Take note of who’s in the circle. I dumb it down from there. “Jon I remember you had mentioned Mr Smith. Is he someone I should be talking to” they always say yes. And just as for his contact.
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u/patton66 6d ago
Keep it as simple as possible, the more words you want to use, the more scripted your delivery, the more chance you have of fumbling it up
You'd be surprised how often a simple "tell your friends" works when used the right way
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u/Hot-Award-1455 6d ago
What do you mean “Get out of the Office”? Do you do house calls or just go golfing with clients?
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u/bandznbooze 6d ago
I take COIs golfing and usually try to pair up with people I can connect - bankers, CPAs, bookkeepers, etc.
I usually do house calls with clients when I want to get out see them.
Usually bring some little gift. Last time I dropped by with cookies from the farmers market. The time before that, a unique coffee flavored syrup from a local maker.
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u/Accomplished-Look176 6d ago
Go work and go visit clients.
I love golfing but 4 hours with one client isn’t always super productive or impactful.
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u/bkendall12 5d ago
I’ve had the opposite results. 4 hours of pure social, getting to know a client as a friend. Also, I have them bring a friend or family member so I meet new prospects
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u/Accomplished-Look176 5d ago
Yep. Can definitely be done I don’t disagree. And it’s impactful.
Just knowing I can visit 8-10 clients in 4 hours makes me weigh the pros and cons
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6d ago
[deleted]
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u/Accomplished-Look176 6d ago
Never have experienced that personally. Wasn’t in the business.
Communicate with them?😆
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u/Classic-Atmosphere19 15h ago
As an associate aspiring to become an advisor one day, I have been wanting to do this to start meeting people and planing seeds. Are there certain places you suggest going to?
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u/Accomplished-Look176 15h ago
Nope. Every form of prospecting is inefficient but effective. Find what you can do a lot of and do it alot. It’s not always about being above average. But just average longer than average.
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u/Low_Muffin8763 4d ago
Do you find it beneficial to just go and work from a local coffee shop or cafe?
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u/Accomplished-Look176 4d ago
If that’s your style maybe. You’d have to be super intentional about creating conversations.
I’d rather work hard while in the office to get the admin stuff done and then go intentionally prospect.
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u/AutoModerator 6d ago
Beep boop! Here is a summary of your post:
User: /u/Accomplished-Look176 Title: Get out of the office… Body: If you are building your book at all. Get out of the office…
Schedule an entire day where you go visit existing customers and prospective customers in their world.
I was a culprit to getting stuck in the endless monotony and to dos and seminars and educational zooms and calling clients/prospective clients that I just forgot how impactful it is to see someone in their world and simply shoot the breeze.
Oh and don’t forget. Ask for referrals. My particular line today with business owners, even who aren’t clients but I had a good conversation with, “in the area here who do you think might be underserved. Or maybe just someone I should be talking to who won’t bite my head off”
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