How to Use LinkedIn to Find New ProspectsPosted by in Blog on June 4, 2012
Financial advisors looking to increase their assets under management ought to check out what LinkedIn has to offer. OnWallStreet.com reports that according to a LinkedIn survey, conducted with FTI Consulting and Cogent Research, there are reportedly 5 million members who are “affluent investors,” and 73% of those people use LinkedIn in order to research their investments. In addition, 62% of financial advisors who used LinkedIn to prospect were able to get new clients.
OnWallStreet.com asked Crystal Theis, also known as the “LinkedIn Ninja,” to explain the steps involved in finding new clients via the program, especially those who might have 401Ks in need of rollover. She said that brokers should start by checking out LinkedIn’s “advanced search” feature, and typing phrases such as “new opportunity” or “in transition” in order to find prospects.
After doing so, financial advisors should plug in their zip code, and put down the furthest amount they would be able to travel to meet a client, or that a client may be able to travel to meet with them, by designating the “within” radius.
Then, Thies advises search for people within “second connections” in LinkedIn. This means connections of your connections. How many people may show up depends upon how the person searching’s network is. After doing so, they will see how many names show up, and how many connections they share, as well as the mutual connections they share.
The next step is to click on the individual profiles, to see if they meet what you are looking for in a client. After doing so, you can approach one or more of the mutual connections, and explain what you would like to offer the person. Offer to meet the mutual connection in person, and ask if it would be okay to approach the prospect yourself. Finally, if you can connect with the prospect, send out an email, or make a phone call to go further.
Written by Lisa Swan