Next week I will be part of a TSE Roundtable on What Top Producers Know About Prospecting That You Don’t.

As part of my prep, I scheduled several interviews with successful sales professionals to get the inside scoop.  Today Wayne Gilpin, Senior Managing Director, Head of Ziegler Wealth Management shared some great insights.  One of the tips he shared is that top producers prospect for referrals.

Think about it…how much easier would your prospecting for new clients be if you focused on leveraging your happy, satisfied or loyal clients?

Wayne shared the story of a new Branch Manager who adopted a 20 year book of business.  His first months are focused on meeting with these existing clients to re-identify their goals and then provide a quick snapshot of what Ziegler is now able to provide.  This leads to the discussion on who else might benefit from these products and services?

As you focus on building your business, in what ways have you leveraged current clients to find new ones?

I’d love to include your comments in a future post or in the Roundtable next week!

TSE Roundtable

TSE Roundtable

Learn more about the Prospecing in the Roundtable – it features several global sales gurus besides me!  Keith Rosen, Colleen Francis, Tim Wackel and Cheryl Clausen.