They are blinking brightly on your radar.
You are certain that you have solutions that they need.
And your outreach is consistently met with crickets.
So, how many times should you attempt to engage the advisor prospect before simply giving up?
It’s a question we’ve frequently received over the years, and the answer is not always simple nor straightforward.
For example, we learned of a REIT wholesaler who, during the height of his now defunct company’s success, proclaimed that if an advisor didn’t respond to his outreach, even once, he wrote them off and moved on.
A bit extreme/cocky if you ask us.
Conversely, we have this quote from a Millionaire Wholesaler, “When I hear the word ‘no’, it really just means not yet.”
Another Way To Think About It
What if it’s not an all or nothing exercise?
What if the goal is to stay in front of the advisor, using different mediums, over varying schedules, until the advisor consents to an appointment or asks to be removed from your sales efforts.
What Mediums Should You Use?
The short answer is, all that you have.
Phone: Want to separate yourself from The Sea of Sameness? Make sure you have done your advisor recon before your call. Take the time to understand a bit about both the advisor and their practice.
A request for an appointment that says, “I’ll be in your area on [insert date here] and our [fill in product here] has just [received it’s fifth star/upgraded it’s income payout/loosened it’s underwriting standard] and I’d like to stop in to tell you about it.” is simply not going to cut it, especially for the unresponsive advisor.
Conversely, if you said, “As I understand that your practice is squarely focused on the needs of retirees, I like to provide you with information about important Medicare proposals (and solutions) that will benefit these clients over the next three years”, you’ve increased your chance for an appointment immeasurably.
Email: Periodic emails, that add value (think PVP-Peerless Value Proposition®), allow you to demonstrate that your intention for the proposed appointment is not simply to hurl product, but to assist the advisor with meaningful information.
Snail mail: Arguably the most underutilized marketing channel, especially considering that the USPS is delivering 67% LESS first class mail than 10 years ago.
Advisors postal mailboxes are emptier than ever before – and creative, well conceived snail mail gets results.
LinkedIn: If you have their premium service, LinkedIn presents another messaging channel.
But heed this: make certain your LinkedIn messages are properly thought out. Perhaps like you, we get a TON of unsolicited garbage via LinkedIn, and we read almost none of it.
What Sort of Schedule Makes Sense?
Calls: A well informed call, as outlined above, each time you are going to be in the advisors area.
Email: Monthly..assuming you are adding value. If the purpose of the email is simply to hound them for an appointment, do not send it.
Snail mail: Quarterly…assuming you are sending a well crafted, creative piece. If you are simply sending a fact sheet with another request for an appointment, don’t waste your time.
What’s The Final Answer?
Staying after prospects is not an all or nothing endeavor.
Great wholesalers do not simply “give up” or “take them off my list” unless thay have confirmed that:
- The advisor is not a fit for their product
- The advisor has asked to be removed from communication from you/your firm
Failing that, we have seen the efforts described above work.
Sometimes simply being Pleasantly Persistent, over time, wins the appointment.
Need help scheduling? Want to enlist the services of an admin assistant for snail mail campaigns? Wholesaler Masterminds® Schedulers can help.