FAs Weigh In: Has Pandemic Changed Client Prospecting? Yes and No
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.
No: Same type of clients. Same service offering. Same discipline for who we wish to work with.”
“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.
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