1. Technique to Find 401k Rollover Opportunities Using LinkedIn
Step 1 – Go to the Advanced Search; the link to which you’ll find at the far right of the search
box.
Step 2 – In the Keywords box, type the line below exactly as I have it.
"in transition" OR "new opportunity" NOT financial NOT finance NOT investment
Step 3 – Enter your office’s zip code in the Postal Code box and set the radius as far as you’re
willing to drive to meet with a new client or you think a new client would be willing to
drive to meet with you.
Step 4 – At the top of the second column, you’ll see a filter labeled “Relationship.” Put a check
in the box next to “1st
Connections” and “2nd
Connections” and remove check marks
from any other boxes.
Step 5 – Click on the Search button.
The size of the list you end up with is mostly determined by the size of your network.
Step 6 – The bottom line of each search result will tell you how many connections you have in
common. If you click on it, you will see up to the first three shared connections. If the
summary of the person and the connections in common look promising, click on their
profile to review to see if they appear to meet your preferred client profile.
Step 7 – Before leaving your search results, look in the upper right corner for a link to “Save
Search.” When you save your search, you can ask LinkedIn to automatically notify you
on a weekly basis about the new people who meet your search criteria. That means
that every week, LinkedIn will email you with new leads of people who may be in need
of a 401k rollover.
Step 8 – The next step involves some strategy development. The goal is to find a connection
that you feel comfortable approaching to talk to about this prospect and the
connection that will be most comfortable actually talking to the prospect. If you have

2. more than one connection in common, prioritize the connections you’re most
comfortable approaching.
Step 9 – The Referral Request. The beauty with focusing on the 2nd
degree connections is that
you don’t have to use any of LinkedIn’s communication or introduction tools to make
this strategy work – which is why I said that compliance isn’t an issue. Because you’re
connected with them on LinkedIn, at minimum you have their email address. If it’s
someone you know outside of LinkedIn, then you may also have their phone number.
Use your approved email account or simply pick up the phone to talk to your
connection about this prospect.
How you approach your connection about the referral really depends on the strength
of your relationship with them. If it’s someone you know well, it should be relatively
easy since they know who you are, what you do, how well you do it, and they hopefully
want to help you. If it’s someone you don’t know well, then you’re going to have to be
more subtle – or that could also be an excuse just to get to know them better before
asking about the prospect. I’ve found that a message similar to that below often works
very well.
Dear Connection,
I noticed that you were connected to Jane Smith on LinkedIn and that Jane is
currently in between career opportunities. As you may or may not know, I help
people in transition take control of the few things in their financial lives that they
can control during these often turbulent times. I was wondering if you would be
open to talking to me about your relationship with Jane and if it would be
appropriate for you to introduce the two of us. I would be happy to meet you for
coffee or lunch or schedule a phone call at your convenience. If your relationship
with Jane is not such where you would be comfortable approaching her about
this topic, please feel free to say so and know that there are no hard feelings. If
there is ever anything I can do to help you or your business, please don’t hesitate
to ask. I look forward to hearing from you.
Warmest regards,
Me
Step 10 – Talk to your connection and make a plan to get introduced to the referral and follow
through.

3. The Success and Ongoing Use of the Technique
The ultimate success of the technique really depends on your relationship building and
communication skills. I can show you all the prospects you need on LinkedIn, but if you can’t
build the relationship in order to effectively gain access to them, then you’ll never succeed. I
also seriously caution against trying to contact the prospects cold and drop the name of the
connection between you. You will likely not get a warm welcome and will quickly burn bridges
with your connections.
The best part is that once you’ve developed this search you can save it and LinkedIn will email
you every week with the latest prospects that meet your criteria. Imagine that…potential 401k
rollovers landing in your inbox every single week without you lifting a finger!
No matter how much or how little experience you have, this technique will get you talking to
potential clients with a good probability of investable assets that need to be moved.
For more information about how to effectively use LinkedIn to grow
your financial advisory practice, go to:
http://linkedinfinancialadvisors.com
Contact Crystal Thies, The LinkedIn Ninja at:
crystal@linkedinninja.com