Very often, if you have the opportunity to sit across from someone, your professionalism and sincerity can win them over. (Image: Thinkstock)
When it comes to spending big money, people have traditionally bought face to face. There are lots of reasons. Personally, I don't think someone is going to buy an intangible like insurance or investments by hitting a key and sending $500,000 or $50,000 or even $5,000 into cyberspace. Business gets done face to face. How are you going to get that initial appointment?
Let's assume there are two tracks, active and passive. You reach out to them or they reach out to you. We'll look at each track and come up with several different approaches.
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Katie Rass
Katie Rass is executive managing editor of ThinkAdvisor, where she oversees copy editing and content strategy. She joined the site as managing editor in 2012 from Dow Jones Newswires, where she covered corporate earnings and other financial news. Earlier, Katie worked at The New York Times News Service, where her work on publications including The International Weekly and The Times Digest was seen by millions of readers around the world and on the International Space Station. She did a stint on the financial desk of The International Herald Tribune, now The International New York Times, in Paris, where she edited front-page news on the euro crisis. Katie started her career at the Eau Claire Leader-Telegram as a reporter and editor while earning a bachelor's degree in journalism and Spanish at the University of Wisconsin-Eau Claire. She is an alumna of the Dow Jones News Fund editing internship program.
