Mentor Your Client's Children
It's not unusual for us to encourage clients to bring one or more of their children to our meetings. --Harry Tyler
In many cases, clients' kids lead their own lives, and it can be hard to stay in touch with them, however. Both Carter and Holland mention including clients' children on the circulation list of the periodic newsletters they send out, to get the recipients thinking "call us" whenever they feel they need to obtain financial advice. Approaching these prospects through their parents is another proven tactic. "It's very much a soft sell. I would mention that I probably should meet with your children--with your approval, of course. We don't want to chase after clients, but it's natural to ask existing clients about connections and dependencies." Good planning can thus lead to good prospecting. "It's not unusual for us to encourage clients to bring one or more of their children to our meetings," says Harry Tyler, senior vice president at Patriot Advisors, a division of Susquehanna Patriot Bank. "If something happens to the client--say he or she has a stroke and can't speak--the children will know who it is that they're calling. This is really a way for us to ask for referrals without appearing to do so."
-Harry Tyler, senior vice president at Patriot Advisors, a division of Susquehanna Patriot Bank, in Relative Strength
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