The 52: Track Prospects’ Triggering Events

Week 26

Track Prospects’ Triggering Events

When tracking key data about your prospects, track the triggering event, or the specific issue that served as the catalyst for a prospect contacting your firm. Examples include an inheritance, career change, impending retirement, and their financial advisor’s retirement, just to name a few. Tracking this information will help uncover trends you can use to direct presentation topics, blog topics, marketing materials, and other campaigns.