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Mktg/bus. plan help needed

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Aug 17, 2005 2:01 am

60 day sin and the lead list of callable ppl. is not yielding much.  Here is my thoughts....

New lead list (suggestions please) direct mail them and follow-up in in one wk.  Qualify as many as possible, for the most part in the evening. (Residential)  Take appts. when the come  Announce a fall/winter seminar series and execute.

Thoughts? Lead list suggestions and screening criteria (35 yo and 55 yo?)

Need some help to keep the engines smoking.....Thanks!

Aug 18, 2005 12:19 am

You might want to check-out this website: 0

I have not used their services, but they come with a good recommendation: Each city/county government (in Georgia) subscribes to their services. You might be able to find a Polk City Dirtectory in a library near you, for a preliminary inspection of some of the info they offer.

If I had to choose a mailing list, I'd choose theirs.

Aug 18, 2005 4:55 pm

Cold calling a general list is not the most efficient process.  Yes, you may have to keep doing that to survive at an early stage, but give equal or great emphasis on identifying niches that you can gain entry to, and then develop those niches. 

For example, think of people you know (friends, neighbors, church members, etc.) in different careers and/or with specific companies (engineers, architects, farmers, mortgage brokers, etc.).  Seek their advice on what they see as common issues with that industry segment and/or specific company.  For example, architects are usually small businesses.  Like any smaller firm they have needs relating to ensuring they they have the best retirement programs, deferred comp, etc. in place.  Ask that person you know how he'd suggest getting into that arena.  He might directly introduce you other architects, might mention a professional association of theirs that you might get a chance to speak to, etc.   Keep asking prospects/clients, are there others like him/her who might benefit from your services?

Think of other situations unique to a profession.  For example, mortgage brokers are making obscene amounts of money with all the refinancings going on.  Go after them.  They understand (or should understand) that these days are not going to last forever with either rising rates or a burst of the real estate bubble.  Many are scared of what may come. Educate them on the need to be saving/investing a major part of their current windfalls.  Do a financial plan for them re how to handle this excess cash flow. The day will come when their cash cow starts going dry.  Become the guy that saves them from spending all they have now.

A large company is going to have a large segment of employees facing retirement at any point in time.  Tell a friend/neighbor with a large company that you'd like to learn more about his company's retirement plans.  Study them. Learn the various retirement options they have.  Have the friend introduce you to associates who may be facing retirement soon.  Over time you may become the "go-to guy" for all retirees at that company.  Result: you're a roll-over machine.  I know reps with the majority of their business coming from just one major company that they've developed as their niche.

The point is, try to exploit your current contacts from the standpoint of the niches they might represent, and then develop those niches through a targeted means.  Your efforts will be much more focused and efficient than just throwing out a general net to try to get in front of the world as whole.

Aug 18, 2005 5:18 pm

Don't get fancy

just a get a list of millionaire reitrees within 30 minutes of your office  and call them on a product, not financial planning.

The less money people have the less likely they are going to want to see you.

Niche marketing is great but you have to know the niche well. For example, Mortgage brokers are perpetually broke and some are even doing worse now in certain areas because the competition ballooned.