What is the best way to market to NAPFA members?
Exhibiting at conferences is THE BEST WAY TO MAKE AN IMPRESSION. You must make an investment in time and dollars in order to get to know the members personally. Unlike a traditional broker/dealer, NAPFA members are not impacted by selling agreements and sales pressure from management. They make decisions based on what is best for the client and, of course, a portion of that decision is dependent on the comfort level they have with your firm and its employees. Attendance at one conference per year is not enough. It is the personal relationship that leads to the business. It may be advantageous to send the same representatives to our conferences, as this makes it easier for members to remember you and build a relationship. Realize too that when a good product/service comes along NAPFA members network with each other and word spreads quickly.
