Prospecting for new clients is one of the foundational elements of a successful practice. Unfortunately, this task can seem overwhelming at times. For that very reason, prospecting tends to fall down on our priority list each time a new task comes across our desk. Consider this simple, yet effective five-step strategy to get your prospecting efforts back on track. The key to successful prospecting is to keep your efforts focused, intentional and above all…a priority.
Jim Komoszewski is the senior vice president and regional manager of practice management for Investment Centers of America, a full-service broker-dealer in Bismarck, North Dakota.