You have heard it all. Over the years as a financial advisor you have attended many industry conferences. You have met plenty of fellow advisors, most of them successful. You have heard dozens of speakers talking about prospecting. Over 40+ years I have heard about a lot of different approaches. What are the most interesting and unusual?

1. The commuter train

This has to be my favorite. A financial planner lived and worked in a town with a commuter train station. His prospecting strategy was to board the train heading into the city, sit next to a prosperous looking person and start a conversation. When the train arrived in the city, he got off with everyone else, took the train heading in the opposite direction, sat next to a different person and repeated the process. When he arrived at the starting point, he crossed the platform, took another train into the city and repeated the process. This helped build his clientele of pharmaceutical executives.

2. The golf challenge

A Texas advisor was a golf pro in his earlier life. He would invite a client to play golf, suggesting they bring along a couple of friends to put together a foursome, The advisor would suggest teaming up with the client and playing against the two guests. The client’s team won because the advisor was a former golf pro! The advisor would contact each of the (defeated) guests, suggesting the same arrangement, where they would repeat the process inviting two of their own guests. The advisor remarked “After playing a round of golf, you know if you would want that person as a client (or not).

3. The expensive vacation

Another advisor would take luxury holidays. Think safaris or ultra expensive cruises. This provides the opportunity to get to know their fellow passengers in a relaxed, stressless environment disconnected from reality. They would exchange contact information and get in touch afterwards.

4. The golf invite

The owner of an insurance agency was given advice when moving to a new area. Join the most exclusive golf club and buy a Cadillac. He was told these two “tokens” establish his credentials as a successful person I the community. A few times a week he would ask his accountant to invite a couple of business owners to join him for a round of golf. He would buy lunch afterwards and ask: “May I call next week and setup an appointment? I have some ideas I would like to share. I think I may be able to save you money. ” Golf and ,lunch at a prestigious club creates an obligation that must be repaid. Few people would say no.

5. The airline lounge

Another advisor remarked you can meet the most interesting people in airline lounges. The concierge lounge at good hotels also fits into this category. People are often on vacation or enjoying a peaceful oasis during a stressful travel day. On a recent trip passing through Charlotte we met a couple flying to the British Virgin Islands to board their yacht, a catamaran with four ensuite guest cabins. The husband offered his card and I gave mine in return.

6. The exotic car club

An advisor in the Boston area has experience driving on a racecourse. He owns an exotic car and joined a local club. Many people who own exotic cars do not know how to drive them or “what they can do. ” He would offer to take them to a track, suit up and drive the car around the circuit, so they can learn their car’s capabilities. He would take a photo af them, suited up, standing alongside their car. This gave him the opportunity to have the photo framed and hand deliver it to their home. He is welcomed vas a guest.

7. The airline seatmate

A financial planner would travel first class on domestic routes and politely start a conversation with their seatmate. At some point, they would each ask: “What do you do? ” When he explained he was a financial planner, the conversational temperature might get chilly. He explained “Not to worry. We are not accepting new clients right now. ” This lead to a discussion about why not. The tension dissipates. The planner explains they have a service model and don’t add clients until they have the capacity. The planner offers to recommend someone at another firm. Amazingly, this can move to “When will you be adding new clients? ” Cards are exchanged as an answer is given. The planner would occasionally get calls from an interested executive.

8. The chairlift

I know little about this advisor’s strategy, although he did explain the logic. When you go to a ski resort, sometimes you get to the summit via chairlift. You are seated alongside another skier in the open air, for the often slow journey to the top. This is an ideal opportunity to have a conversation where the other person can literally not get away! You need to be tactful in this situation.

Everyone should have both a short and long term strategy for prospecting. Most of these fit into the long term category. They are all creative!