With all the buzz about building a social media presence, it's still all about getting in front of a prospect.
The Linked-In introduction process outlined by Kevin Nichols of the North Carolina-based Oechsli Insitute prescribes six steps to identify a potential client through LinkedIn and then score that face-to-face meeting.
"We know that if we want to grow our business, we've got to get face-to-face with our prospects. We can't keep them at a distance through the web," Nichols said.
The professional component of LinkedIn makes asking for introductions less awkward than other personal social media sites such as Facebook. And moreover, Nichols has found that as much as 20% of clients are on LinkedIn, a number that can go up or down depending on how many of an advisor's clientele are still active in the professional world.