'New to Area' LinkedIn Prospecting

'New to Area' LinkedIn Prospecting

LinkedIn’s Advanced Search function is powerful, like a souped-up Corvette. The irony is that most advisors drive this Corvette like a grandmother

LinkedIn’s Advanced Search function is powerful. Think of it as a souped-up Corvette. It can take you wherever you want to go, and it can get you there at breakneck speeds. The irony is that most advisors drive this Corvette like a grandmother. However, our research indicates that Influencers (advisors who actually bring in business with LinkedIn!) run multiple types of advanced searches (Fig. 1). From finding COIs, executives, business owners and money in motion — they do it all. 

 

 

But what if we wanted to build a list of people who just moved to your area? After all, a lot of times when people relocate, they are looking to establish new (local) professional relationships.   It would be an excellent opportunity to reach out and introduce yourself.  If we get creative, we can easily build such a list.

There are two ways to run this search using LinkedIn’s Advanced Search functionality.

 

Search 1: Keyword Specific

This search pinpoints profiles that contain specific keywords indicating a location move.  Here’s how:

1. Determine keywords someone puts on their LinkedIn profile if they are new to the area.  Insert these keywords into the Keywords field.  If your keywords contain more than one word, put it in quotes.  Consider terms such as:

  • “recently relocated”
  • “recently moved”
  • “new to area”
  • “new to the city”
  • relocated
  • transferred
  • stationed
  • reassigned
  • promoted 

 

 

2. Next, input your Postal Code and select the mile radius.

3. Select the relationship to you.  If you want to build a broad list and reach out to warm and cold prospects, check all boxes for 1st, 2nd, Group, and 3rd +Everyone Else.

 

Run your search, and wallah!  You have a list of people who match your search criterion.

 

Search 2: Saving Location Searches for Email Updates

For this search, run a generic location search, save it, and program LinkedIn to send you periodic email updates for new people in your postal code.  Here’s how:

1. Input your Postal Code and select the mile radius you are targeting.

2. Select the relationship to you.  If you want to build a broad list of warm and cold prospects, check all boxes for 1st, 2nd, Group, and 3rd +Everyone Else.

 

 

Run your search.  Your results will include a large list of people in your postal code.   Next, click on the Save search link in the upper right hand corner.  Elect to receive weekly or monthly email updates.  Going forward, whenever anyone new moves to your area you will be notified by the weekly or monthly email update.  You’re done! 

The caveat?  You will also get people who are new to LinkedIn, so you have to look at people’s profiles. 

 

 

Stephen Boswell and Kevin Nichols are coaches with The Oechsli Institute, a firm that specializes in research and training for the financial services industry. @StephenBoswell @KevinANichols  www.oechsli.com

For more on this topic, visit here for their latest book: The Indispensable LinkedIn Sales Guide for Financial Advisors.  

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