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Prospecting with specific employer

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Dec 13, 2006 6:15 pm

Do any of you know a good way to identify employees in a geographic area that work for a specific employer?  I have a very large employer in my area that has a very favorable retirement plan in place (pension plus you can do non-hardship rollovers from the 401k into IRA without triggering event and without taxable event/penalty).  I have several of these as clients, and it is great because most of them will roll their 401k over even before they are retired/leave.  I just don’t know how to find them.  Just curious what resources might be out there.

Dec 13, 2006 6:19 pm

Is it a union shop? If so, there’s your ‘in’.

Dec 13, 2006 8:37 pm

Ask your clients to introduce you to the HR dept.  Let them know you want to put on basic lunchtime investing seminars for free.

If you position it as a good fiduciary decision, they may take you up on it.

Dec 13, 2006 8:49 pm

Spend a little extra time with employee clients to expand the personal relationship. Then invite them to bring employee friends to a client appreciation event - lunch, cooking class dinner, golf lesson, sports event, drinks at the race track, whatever. Social time only. Show them who you are & if they like you they'll begin calling you soon. Repeat, expanding on word of mouth. Don't bother with impersonal marketing.