I tried something interesting today. I pulled out a stack of old leads/prospects. The 'dead file" as it were. Some of the #'s were wrong; some barely remembered my from our chats from 5-8 years ago. Anyways.....
I called them and basically said that I wanted to get in touch about the income fund I had recommended in 1998-1999 (talk about contrarian!) and how it has performed. I told them that I am currently looking to add 15 new clients to my practice, and if they had 250k to put into an investment very soon I would entertain working with them. Yeah, I kinda turned the tables on them.
Some blew me off for various reasons. One scheduled an appointment. Another said "what about 200k? I can swing that at present time." Opened a new account and started processing an ACAT (from Schwab) all via fax.
It's usually a good idea in slow times to bring out old prospects and try to reinitate contact. You'll always run into a lot of bad numbers and NI's, so it's often just not an effective use of time. You might consider paying someone $8/hour + appointment bonus to do the dials and set appointments for you while you do other things.
It always puts a smile on my face when I raise one of those leads from the dead!
I have just begun starting all meetings with them signing an ACATS and at the end of the meeting if they do not want to transfer, I rip it up!