| Quick thought – excuse any typos, but I wanted to get it out. Note: This is in addition to how I teach most VAR strategies, where you DON’T need to be an expert per say… In the previous email I talked about turning shiny objects into ongoing reciprocity. I referred to shiny objects as value add programs or resources that you or your company offer. There is one shiny object, though, that is not only extremely attractive to advisors, but lends itself to ongoing assistance (and therefore ongoing reciprocity). Many advisors hustle at the beginning of their careers, but then settle into management mode as there book starts to grow. They wind up hiding behind a computer screen and then wonder why their book isn’t growing. The truth is that they are no longer doing the things (networking, pounding the pavement, talking to people outside the office) that built their book….AND THEY DON’T WANT TO. That is why online prospecting through Linkedin seems so attractive. So they go to a seminar or read an article, post a few pieces of content thinking that will drum up business, and then decided it doesn’t work. Like any tool, Linkedin works if you know what to do and more importantly, stay consistent over a long period of time. So If I were you…..and you don’t currently have a ninja level value add that separates you from the pack…I would commit to spending an hour a week learning about Linkedin prospecting for advisors…there are a billion free resources on it from how to create a profile, to networking, to content creation etc. In the span of a few months you can go from knowing nothing, to seeming like a Linkedin expert. Just think how much time you spent studying for your series 6 and 7. Imagine that time spent learning Linkedin…you would be one of the most valuable wholesalers in the country…period..end of story. 99% of people don’t use Linkedin correctly and in the land of the blind, the one eyed man is king. |
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