Get Introduced
“A referral is a passive way to get a lead,” said Jay Wampler, a senior business solutions relationship consultant at TD Ameritrade Institutional. Instead, he would like to see advisors get strategic introductions. To do this, advisors should identify their top connectors and advocates and work to get physical introductions. “The top 20 to 25 people that can drive your business to you,” he said.
Wampler advised attendees to know their natural networking style and mentioned these four categories: driver, expressive, amiable and analytical.
He also said to make sure clients know you are interested in new clients.
He had some 2-2-2-2 advice. He suggested, “Join two organizations. Join meetings twice. Meet two new people. Follow up with them twice.”
Lead Your Business In The Best Way
One simple but powerful message from Fred Tomczyk, president and CEO of TD Ameritrade, in maybe his last LINC conference: “Don’t be afraid of being bold.”
Mike Byrnes is a national speaker and owner of Byrnes Consulting, LLC. His firm provides consulting services to help advisors become even more successful. Need help with business planning, marketing strategy, business development, client service and management effectiveness? Read more at ByrnesConsulting.com and follow @ByrnesConsultin.