Building a secure client base can be overwhelming for a new financial professional. However, your services are essential and in demand in the current economic environment. Every day, more than 11,200 Americans reach the traditional retirement age of 65, which means a growing number of potential clients are seeking financial advice as they enter this stage of life. Therefore, utilizing proven networking strategies to establish connections and expand your business is crucial.
Networking is Essential for Building a Secure Client Base
Building strong relationships is crucial for both attracting and retaining clients. These connections demonstrate to potential clients that you can be relied upon to safeguard their confidential information and help them achieve their financial objectives. Here are six effective networking strategies to solidify these relationships.
1. Offer Advice to Friends or Family
You don’t have to look far for those needing financial advice—just talk to your friends or family members. You already have a connection with them, so build on that existing relationship to convert your friends or family members into potential clients.
2. Build Organic Client Relationships
How often do you chat with someone in your neighborhood, at the public transit station, or in line at the grocery store? All these interactions could result in attracting clients. Be mindful not to force the discussion or only focus on how you can benefit from this exchange. Instead, let the conversation flow naturally and show genuine interest in the other person. Creating a bond of mutual interests can lead to future encounters and a new relationship.
3. Attend Finance Industry Events
Annual industry conferences, finance seminars, or local business organization chapters can teach you practical client-building skills from other financial professionals. These experiences can also lead to new referrals, so carry a stack of business cards when attending these events. You might cross paths with someone who needs money management advice.
4. Use Online Networking Platforms
Online tools, networks, and communities are fertile ground to attract the interest of potential new clients. From email newsletters to social media posts, you can harness these digital platforms to start conversations that nurture relationships.
Maintain an active LinkedIn presence and publish finance articles or resources to establish yourself as a credible thought leader. You can do the same with videos or webinars on YouTube, then send follow-up emails to users who view your content. Posting consistently on various social media outlets can also drive organic traffic to your website.
5. Volunteer in the Local Community
Sitting on the board of a local nonprofit or volunteering your financial expertise to a charitable organization can help you establish trust in the community. This position will also create opportunities for conversations, forming new relationships, and attracting potential clients.
6. Participate in Alumni Functions
Be sure to keep in contact with your alma mater’s alumni association and participate in any local chapter functions. You have a shared college experience with the other attendees, which lends itself to natural connection points and conversations. Plus, you might run into fellow alums looking for financial advice—or know someone else who is.
Grow as a Financial Professional with Concorde
Networking can be uncomfortable, but there are strategies for success. As you connect with others and establish a credible reputation in the field, attracting new clients and maintaining solid connections becomes more manageable and less intimidating.
Concorde Investment Services is a nationally recognized investment advisor that will equip you with a network of peers to hone your skills and grow your business. Reach out today and learn how we can help you nurture the long-term client relationships you seek.