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Social Media as Prospecting Tool

Potential clients are broadcasting “buy” signs through social media, and advisers need to find relevant signals through all the noise and deliver a message or experience. “It’s about listening and interacting with those in your network,” Clara Shih, co-founder of Hearsay Social, said at a LIMRA social-media conference in Boston today. “A lot of the benefit is from advisers connecting to those who you know but aren’t yet clients.” Advisers used to listen for buying signals by reading local business newspapers, scanning obituaries and looking up documents at courthouses, she said.

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