How Financial Planners Can Make Summer Prospecting Enjoyable and Easy

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The summer season sends many financial practices into the doldrums. Business-building efforts don’t stop completely, but they sure slow down. Clients might be away or not interested in coming to the office, and advisers and staff likely have days off or extended vacations booked. Summer days drift away from one to the next without much impact. Then September comes—and advisers realize the end of the year is going to arrive before they’re ready for it. And what were those business growth goals, again?

The Perfect Time to Prospect

This year, why not spend the dog days of summer building your business? Of course, have fun and enjoy some leisure time off, but also think of all the ways you can boost your firm’s visibility and attract your ideal clients. To help get you started, consider the following ideas—they will delight your community and are loaded with great prospecting opportunities.

Summer safety session. Schedule a summer safety session and invite parents and grandparents with young children. For example, a session titled “Keep the Kids Safe This Summer” could attract lots of people. For added reach—and a community event worthy of PR—invite a few guest speakers such as a pediatrician, lifeguard or water safety instructor. Whether you discuss sunburn, poison ivy, ticks or water hazards, a safety session can attract both clients and prospects. Take pictures, give small gifts of bubbles or sidewalk chalk, and you’ve got great talking points and pictures for your website and LinkedIn and Facebook pages.

Sports team sponsorship. Consider sponsoring a sports team for the summer. Think about it: your firm’s name and logo will appear on T-shirts worn by little kids trying to hit a ball off a tee or score their first goal in soccer. The pictures alone will make it worth the investment, as many towns put pictures of kids’ teams in local newspapers and on their websites. But you can do so much more:

  • Take pictures and put them on your website, with captions such as, “We’re proud to sponsor the Riverdale Green Hornets!”
  • Go to games and meet the parents and grandparents of the players.
  • Invite some of your clients to attend a game with you.
  • Sponsor a pizza party at the end of the season and mingle with the parents.
  • Bring popsicles or ice cream treats for the players and fans.

These simple activities can have a huge effect and get you talked about in the community, for very little expense.

Community events. If you’re a solo adviser or small firm, create an event for your clients that leverages a bigger event in your area. Many towns hold free summer concerts in a local park or show family movies on a big screen in a nearby field or stadium. Check out your local town’s recreation brochure or website to see what’s available, decide on a guest list and make your plans accordingly.

  • For clients with children, invite them to join you to watch family-friendly choices or the movie of the week. Tell them you’ll have blankets and refreshments ready and where you’ll be set up in the park. Bring coolers of soft drinks or ice cream novelties, have some boxes of movie candy and popcorn on hand, and you’re done!
  • For older clients, be sure you have lawn chairs available so that people will be comfortable, and bring some blankets in case the weather cools. If your town allows it, a simple wine and cheese picnic held outside while listening to music could be something your clients talk about long afterwards. And, of course, let your clients know their friends are welcome to join in the fun.

Ice cream social. Do you have a popular ice cream stand in your area? If so, invite clients to join you on a certain date and time and treat them to the ice cream of their choice. Yes, it really can be that simple! People are always looking for an excuse to get out in the summer, and who can turn down an ice cream cone? Especially one with sprinkles. Plus, you’ll be sponsoring a local business and having fun at the same time.

Putting Smiles in Your Posts

No matter what event you choose, don’t forget the power of pictures! Posting heartwarming photos of your events is an incredibly valuable way to spread your firm’s name and gain community goodwill. (Remember, you’ll need to get client approval for picture use, but most are happy to give permission.) Here are some simple ways to share the fun:

  • Post the pictures on your website, Facebook or LinkedIn page, or other social media platforms.
  • Send clients an email and attach a few pictures that they (or their children) are featured in. Your clients can post the photos to their personal Facebook pages—and hopefully mention your firm.
  • Create a collage of the pictures from your event and hang it in your reception area or conference room. This makes a great visual for prospects.

Making the Summer Sizzle

Summer can be the ideal time to plant the seeds for future growth. With some careful planning and creativity, you can turn the slow days of summer into growth momentum for your business.  Kristine_McManus_2_lg

Kristine McManus is chief business development officer, practice management, at Commonwealth Financial Network®, member FINRA/SIPC, the nation’s largest privately held Registered Investment Adviser—independent broker/dealer. Since joining the firm in April 2014, she has been working with affiliated advisers to grow their top line through the introduction of various programs, tools and coaching. Kristine holds the Chartered Retirement Planning CounselorSM designation, a master’s degree from Pennsylvania State University, and a BFA from Adelphi University.

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