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FAs Weigh In: Has Pandemic Changed Client Prospecting? Yes and No

By Rita Raagas De Ramos June 9, 2021

FA-IQ reached out to advisors to ask: Has the pandemic changed the way you plan to prospect for new clients?

Matt Celenza, founder and managing partner at Boulevard Family Wealth. Beverly Hills, Calif.-based Celenza has been in the industry for more than 25 years and has around $1.5 billion in client assets.

“Yes and no.

Matt Celenza
Yes: Easier to pitch using planning. More Zoom, less in-person; good for some first meetings. Wider geographic footprint. Greater adoption of social media — LinkedIn.

No: Same type of clients. Same service offering. Same discipline for who we wish to work with.”

Brian Buckley
Brian Buckley, managing partner and chief investment partner at Buckley Wealth Management. Las Vegas-based Buckley has been in the industry for 43 years and has around $530 million in client assets.

No, we have always relied on referrals as the primary source of new clients.”

Michael Durso, founding partner and chief investment officer at ShoreHaven Wealth Partners. Red Bank, N.J.-based Durso has been in the industry for 16 years and has around $360 million in client assets.

“Yes. Two things that come to mind.

First is prospecting done via LinkedIn and Instagram by connecting with people regarding our new firm and setting up Zoom meetings instead of in person.

Michael Durso
The second idea we have recently implemented is an e-business card on our iPhones. We utilize QR code technology, so if we meet a prospect in person, they can take a picture of our screen and instantly have all of our information. The app allows us to leave our business cards at home — we know no one leaves the house without their phone. More importantly, it avoids the newly-awkward Covid situation of physically handing a card to someone who may feel uncomfortable taking it.”

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Tags:  Finding and winning new clients , Client retention , Technology , LinkedIn

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