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The Beginning of the COI Dance

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We’ve recently talked about how to make memorable introductions and follow up with prospects. Here’s how to follow up with centers of influence to maximize your connections with them.

  • Let them experience the helpful content you provide to prospects by bundling some information for them to sample.
  • Personally drop off the sample information to your target COIs, with handwritten explanatory notes.
  • Specifically ask the COIs you connect with if they have a financial advisor they already refer their clients to. Don’t get disappointed if they do – keep connecting and providing helpful information to them over time so they can see the quality advice you provide, so they will hopefully become very comfortable recommending you to their clients.

Related: After the Introduction: What Next?

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