Client Prospecting

Question 1

How soon should you reach out to a prospective client upon them reaching out to you?

Answer 1

You are seven times more likely to have a meaningful conversation with a prospective client within one hour of them reaching out to you.

Question 2

How can you quickly prepare to turn a cold lead into a warm call?

Answer 2

• Review the CRM for more details and identify where they are in the funnel
• Check LinkedIn, Facebook, and their company website
• Check Google News
• Make a plan for the phone call
  
  • What’s the goal?
  • How are you going to play on your strength and weaknesses
  • Prepare your value proposition
• Relax for one minute, then make the phone call.

Question 3

Describe the following generational cohort:

“Baby Boomers”

Answer 3

• Born between 1944 and 1964.
• They’re current between 56-76 years old

Question 4

Describe the following generational cohort:

“Generation X”

Answer 4

• Born between 1965 and 1979.
• They’re current between 41 and 55 years old

Question 5

Describe the following generational cohort:

“Generation Y”

(aka Millennial)

Answer 5

• Born between 1980 and 1994.
  
  • ​Gen Y.1 = 25-29 years old
  • Gen Y.2 = 29-39 years old
• They’re current between 26 and 40 years old
• Not only are the two groups culturally different, but they’re in vastly different phases of their financial life. The younger group are financial fledglings, just flexing their buying power. The latter group has a credit history, may have their first mortgage, and are raising toddlers. The contrast in priorities and needs is vast.

Question 6

Describe the following generational cohort:

“Generation Z”

(“i-Generation”)

Answer 6

• Born between 1995 and 2015
• They’re current between 5 and 25 years old