10 Prospecting Questions to Ask Yourself Every Morning

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“Everyone lives by selling something.”

That adage is widely attributed to Robert Louis Stevenson. When you are a financial advisor or insurance agent, it can be easy to forget you need to constantly be keeping the prospecting pipeline filled. Firms focus advisor attention on opening new accounts by tweaking the compensation system to reward net new assets and new revenue. You can drive the process yourself by prioritizing prospecting in your practice.

Some advisors think of prospecting as something only the new advisors are expected to do. A few even consider account reassignment as their primary pipeline for getting new business. When someone retires or leaves the firm, they are at the manager’s door looking to see what they can get.

Prospecting is not easy, but it helps grow your business. You will lose clients through attrition. You need an active strategy for adding them — one that is not dependent on winning office politics. And once you have a strategy, you need to continuously be working on implementation.

Here are 10 questions to ask yourself every day to make sure you’re staying on course.

(Image: Adobe Stock)

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