3 Tips to Getting New Clients through Charity Work

By Bill Cates – President, Referral Coach International

One of the reason why client acquisition is lower than it needs to be for many advisors, is that they are just not meeting enough new people. On the other hand, many advisors have found that getting involved in community service and philanthropic organizations helps them meet plenty of new people, do great work for a worthy cause, and - yes - acquire high-level clients.

Here are 3 simple ideas that you can employ to increase your chances of making charity work payoff for your business:

1. Get Involved in Fund Raising - Helping a charity raise money puts you face to face with people who have money. When you sit down with wealthy individuals - who are in the habit of giving to worthy causes - the conversation will, invariably, come around to who you are, why you got involved with this particular organization and - importantly - what you do when you're not raising money for the organization. Assuming you come across as professional, likable, committed to the cause, and not trying to look for clients - you will find a number of people express further interest in the work you do and how you might be a resource for them.
   
   
2. Speak on Behalf of the Organization - Most charities have a speakers' bureau. This is a group of individuals that volunteer to speak on behalf of the organization at different community events. You could be called upon when they need a representative to carry their message to the public. I strongly recommend that you get involved with this group at the charity. Your commitment and passion for the charity will be your strongest tools and will aid in your success.
   
   Most of the time, the hosting organization will introduce the speaker with a brief bio which includes their occupation. Not only do you get the satisfaction of doing something good for your charity, you get off to a good start with a roomful of prospects you might otherwise not have been able to meet. Do not speak about your business from the podium. Remember, you are there to represent a charity, not yourself.
   
   Dodee Crocket - a very successful advisor who has had success with this strategy told me, "On more than one occasion, I've had people come up to me after programs and ask me to handle their account."
   
   
3. Bring a Full Commitment to the Cause - When you are working for a charity, you must be sure that you are really interested in the work that charity is doing. You must be willing to commit your time, energy, and money wholly. People assume that you are going to bring the same amount of passion, dedication, and attention to detail to your business as you do to the charity of your choice. Your co-volunteers will see the hard work and time you commit to the organization and directly relate that to the work you do as a financial professional. This alone will build trust and, in turn, lead to new client relationships.