Prospecting tips that work

"Every senior advisory practice needs to be in a constant state of forward motion," according to Senior Market Advisor contributing writer Joe Finora.

Recently, Joe and I have been brainstorming article ideas that will help advisors build their prospecting pipeline. Through that initial research and discussion, Joe came up with a great prospecting checklist that will help you grow your business. Following is a playbook every advisor should keep handy.

A Target Prospecting Playbook:

• Identify your practice's strengths.
• Are they compatible with what clients are telling you or asking for?
• Can you make your existing clients better ones with new services?
• Are you regularly reaching out for new business with a consistent marketing message?

In addition to the playbook, what type of marketing strategy do you have in place? Joe suggests to keep in mind the following marketing ideas: