On Course for Growth: How One Firm Had its Best Year Ever Through Passion Prospecting

“We thought long and hard about the kind of client we were trying to engage, and then we went where they are to meet them.”

This case study looks at a classic approach for advisors in finding new clients: passion prospecting. By leveraging the country club membership he already had, Alan Wright was able to make connections with fellow members in the clubhouse and on the golf course. With the deeper bench and the tech stack available through Carson, Alan is able to network effectively in this casual setting and to have his best year ever: $19 million in net new assets.

You'll learn:

How to use the interests you already have to forge and nurture prospect relationships.

How support from Carson, through technology and an extended team, has freed Alan up to develop these relationships.

How to discern where your ideal clients are spending their time, and then go there to meet them on their own turf.

Making the Invisible Visible

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