NAPA Net - Polling Places 012618

What's Your Prospecting Prospects?

Prospecting for new business can be a time-consuming and frustrating, though necessary, process.

However, there are ways of building – and promoting – your practice and expertise that can help fill your opportunity pipeline – ways to sell…without selling.

This is just one of the business-building panels featured on the agenda http://napasummit.org/lineup/ at the 2018 NAPA 401(k) Summit – and this is your chance to provide input and insights on this critical topic.

Question Title

* 1. What percentage of your time is spent prospecting for new business in the course of a year?

0% - 10%

11% - 15%

16% - 20%

21% - 30%

31% - 40%

41% - 50%

More than 50%

Something else (please specify)

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* 2. Within the time you spend prospecting, how much time is dedicated to prospecting using the following methods each year?

	0-10%	11% - 25%	26% - 50%	51% - 75%	76% - 100%
Advisor RFP Response	Advisor RFP Response 0-10%	Advisor RFP Response 11% - 25%	Advisor RFP Response 26% - 50%	Advisor RFP Response 51% - 75%	Advisor RFP Response 76% - 100%
Center of influence who changed jobs	Center of influence who changed jobs 0-10%	Center of influence who changed jobs 11% - 25%	Center of influence who changed jobs 26% - 50%	Center of influence who changed jobs 51% - 75%	Center of influence who changed jobs 76% - 100%
Client events	Client events 0-10%	Client events 11% - 25%	Client events 26% - 50%	Client events 51% - 75%	Client events 76% - 100%
Direct marketing	Direct marketing 0-10%	Direct marketing 11% - 25%	Direct marketing 26% - 50%	Direct marketing 51% - 75%	Direct marketing 76% - 100%
Referral	Referral 0-10%	Referral 11% - 25%	Referral 26% - 50%	Referral 51% - 75%	Referral 76% - 100%
Webinars	Webinars 0-10%	Webinars 11% - 25%	Webinars 26% - 50%	Webinars 51% - 75%	Webinars 76% - 100%

Something else(please specify)

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* 3. What is the average number of new plans that hire you each year?

10 or less

11 - 20

20 – 30

30 – 40

40 or more

Something else (please specify)

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* 4. In your experience, what are the top three ways to prospect for new business (rank 1, 2, 3)?

Advisor RFP Response

Center of influence who changed jobs

Client events

Direct marketing

Referral

Webinars

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* 5. What percentage of your plans have come from the following sources?

	0-10%	11% - 25%	26% - 50%	51% - 75%	76% - 100%
Advisor RFP Response	Advisor RFP Response 0-10%	Advisor RFP Response 11% - 25%	Advisor RFP Response 26% - 50%	Advisor RFP Response 51% - 75%	Advisor RFP Response 76% - 100%
Center of influence who changed jobs	Center of influence who changed jobs 0-10%	Center of influence who changed jobs 11% - 25%	Center of influence who changed jobs 26% - 50%	Center of influence who changed jobs 51% - 75%	Center of influence who changed jobs 76% - 100%
Client events	Client events 0-10%	Client events 11% - 25%	Client events 26% - 50%	Client events 51% - 75%	Client events 76% - 100%
Direct marketing	Direct marketing 0-10%	Direct marketing 11% - 25%	Direct marketing 26% - 50%	Direct marketing 51% - 75%	Direct marketing 76% - 100%
Referral	Referral 0-10%	Referral 11% - 25%	Referral 26% - 50%	Referral 51% - 75%	Referral 76% - 100%
Webinars	Webinars 0-10%	Webinars 11% - 25%	Webinars 26% - 50%	Webinars 51% - 75%	Webinars 76% - 100%

Something else(please specify)

Question Title

* 6. What is the average number of new plans that have hired you during the past 12 months?

10 or less

11 - 20

20 – 30

30 – 40

40 or more

Something else (please specify)

Question Title

* 7. Of the plans that have hired you in the past 12 months, what percentage of your plans have come from the following sources (pick the range(s) that are closest approxmation)?

	0-10%	11% - 25%	26% - 50%	51% - 75%	76% - 100%
Advisor RFP Response	Advisor RFP Response 0-10%	Advisor RFP Response 11% - 25%	Advisor RFP Response 26% - 50%	Advisor RFP Response 51% - 75%	Advisor RFP Response 76% - 100%
Center of influence who changed jobs	Center of influence who changed jobs 0-10%	Center of influence who changed jobs 11% - 25%	Center of influence who changed jobs 26% - 50%	Center of influence who changed jobs 51% - 75%	Center of influence who changed jobs 76% - 100%
Client events	Client events 0-10%	Client events 11% - 25%	Client events 26% - 50%	Client events 51% - 75%	Client events 76% - 100%
Direct marketing	Direct marketing 0-10%	Direct marketing 11% - 25%	Direct marketing 26% - 50%	Direct marketing 51% - 75%	Direct marketing 76% - 100%
Referral	Referral 0-10%	Referral 11% - 25%	Referral 26% - 50%	Referral 51% - 75%	Referral 76% - 100%
Webinars	Webinars 0-10%	Webinars 11% - 25%	Webinars 26% - 50%	Webinars 51% - 75%	Webinars 76% - 100%

Something else(please specify)

Question Title

* 8. If you generate business through referrals, what are the two most common sources of those referrals?

Attorneys

Benefits brokers

Colleague within your organization

CPAs

Current client

Financial planners/wealth managers

I don't generate business through referrals

Networking group

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* 9. Where is your practice located?

Central

Midwest

Northeast

Northwest

Southeast

Southwest

Something else (please specify)

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* 10. What percentage of your plans fall within the following asset ranges?

	0-10%	11% - 25%	26% - 50%	51% - 75%	76% - 100%
$100 million and above	$100 million and above 0-10%	$100 million and above 11% - 25%	$100 million and above 26% - 50%	$100 million and above 51% - 75%	$100 million and above 76% - 100%
$15 million - $40 million	$15 million - $40 million 0-10%	$15 million - $40 million 11% - 25%	$15 million - $40 million 26% - 50%	$15 million - $40 million 51% - 75%	$15 million - $40 million 76% - 100%
$3 million - $15 million	$3 million - $15 million 0-10%	$3 million - $15 million 11% - 25%	$3 million - $15 million 26% - 50%	$3 million - $15 million 51% - 75%	$3 million - $15 million 76% - 100%
$40 million - $75 million	$40 million - $75 million 0-10%	$40 million - $75 million 11% - 25%	$40 million - $75 million 26% - 50%	$40 million - $75 million 51% - 75%	$40 million - $75 million 76% - 100%
$75 million - $100 million	$75 million - $100 million 0-10%	$75 million - $100 million 11% - 25%	$75 million - $100 million 26% - 50%	$75 million - $100 million 51% - 75%	$75 million - $100 million 76% - 100%
<$3 million	<$3 million 0-10%	<$3 million 11% - 25%	<$3 million 26% - 50%	<$3 million 51% - 75%	<$3 million 76% - 100%

Something else(please specify)

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* 11. Would you be interested in being part of an advisor panel to share your experiences and success stories at the upcoming annual NAPA Summit? If so, please provide your contact information here.

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* 12. What size plans do you PRIMARILY work with?

Under $10 million in assets

$10-$20 million

$20-$50 million

$50-100 million

$100 million - $250 million

$250 million - $500 million

Above $500 million

Other (please specify)

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* 13. Suggestions for future survey questions?

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* 14. All responses are anonymous and confidential, of course - but if you'd like me to know who you are, or allow for a response, you can leave your email below...