Finding clients for Executive Protection work

by James
(Bronx, NY)

What are some recommended ways to find clients for an executive protection service?

I read here on this website about how lots of these assignments are for CEO's and executives of corporations for protection after they have fired someone.

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This type of temporary assignment of 5-7 days is the kind of assignment I would like to try. I am based here in New York where you can't swing a dead cat without hitting a retired NYPD guy with dignitary protection creds (myself included) looking for clients.

The competition is fierce and cutthroat practices are rampant. Do you have any tips on how to find these lucrative contracts? Or leads of anyone who might be looking for independent contractors here in NYC?

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Jun 13, 2011
Clients for EP Work
by: Steve Cassidy

When finding clients for EP work, your network is what will set you apart.

Rarely does someone want to be first but you'll find some people that are willing to give you a shot based on how well you articulate your professionalism and enthusiasm.

There are ways to build a network outside of Facebook. My preference is It's been around for years and it's used almost exclusively for business.

Part of finding clients is marketing and selling yourself and your skills to someone that can afford what you have as well as the need.

It doesn't matter if you're selling insurance, securities, used cars or executive protection. You must sell.

Dr. Tom Stanley did his Ph.D. work on millionaires and the affluent. His works include The Millionaire Mind, The Millionaire Next Door as well as others.

What I recommend someone that is interested in marketing to the affluent, in this case, the affluent that need executive protection, is Dr. Tom Stanley's audio program, Networking With Millionaires.

Networking with Millionaires is what I recommend when I'm approached about sales strategies. This program is on my iPod and I listen to it frequently.

An affluent person is also going to measure risk and reward when making any decision. Are you a risk to their perception of what their friends will see? Will you say or do something inappropriate?

First, define your market and strategies to approach the affluent market by listening to Networking with Millionaires several times. You'll be years ahead of the competition by implementing this plan.

Second, eliminate risk from your portfolio by understanding how they think and what they like. Read Proverbs, How to Win Friends and Influence People, Think and Grow Rich, Atlas Shrugged (if you dare).

Third, seek out the affluent and their spheres of influence and their advisers, mainly their CPA's.

Please keep in mind I don't recommend business cards, brochures, flyers, etc.

Dress professionally, be fit, be articulate and execute your plan.

Jun 14, 2011
No Biz Cards?
by: Anonymous

Thanks for your comments on my post about how do I find clients for EP work. I read with great interest all your suggestions I even ordered the audio CD on Networking With Millionaires, I look forward to listening to it. One thing struck me, you mention that you don't recommend flyers, brochures, or business cards. I can imagine why not brochures or flyers, they are very difficult to make them as to be not tacky or appear amateur, but business cards? How do you otherwise leave someone with your contact info in a quick efficient manner?

Jun 14, 2011
Executive Protection Business Cards
by: Steve Cassidy

To have Executive Protection Business Cards or not is a great question?

I think having a business card can be an asset but here's why I don't.

This is not based on my experience with Executive Protection but based on years of sales experience. You can be the best at your profession but if you can't make a sale then you'll not be in business long.

It's a mind set and I'll explain.

Look at any internet based company and let's say a home security monitoring company. What is their true worth really based on? Certainly, their revenue comes into play but their true value comes from their list of names and email addresses.

Facebook, as of now, has millions of subscribers. Their value is based on the number of subscribers that they can expose to companies that pay for advertising on their site. More subscribers equals more revenue/value.

I place a high value on my services and you should too!

Handing out business cards to anyone and everyone diminishes the value of what you have to offer. Don't use business cards as a crutch to present yourself and then run off thinking you've made a prospect. You haven't. You don't have his information.

What I want is my prospects information so I can contact him. I'll pop him an email from my Blackberry/iPhone as soon as I walk away from him.

I don't want to hand him my card and not get his information. There must be an exchange. If they truly like you and want what you offer, they won't mind writing down their information and handing it to you.

If you're going to use business cards to start, use the "Take Away" method for getting their information. Remember, your value is based on the number of prospects that you have to call on over the years.

Prospect asks for your card. "Sure, I have one." Pull out 2 cards. As you begin reaching to hand it to him, pull it back and say, "What's the best way to reach you/ best email/ best number and time to call?" Use what feels most comfortable to you.

Write it down on your card and then and only then, hand him yours (not the one that you just wrote down his information) aka I've made that mistake before.

People want what they can't have. It's human nature.

Order 1000 cards from Vistaprint but see how many cards you get in return for the amount that you hand out. This result is measurable and will improve over time.

Here's the big reason you want to do this. You've been meeting affluent people for several years and working steadily. In conversation, one of your prospects expresses a need that one of your clients can fill.

You make the introduction. Your former client is very happy and your prospect is impressed at your ability to make things happen.

You have another client!

Jun 14, 2011
To "B" or not to "B" "B" as in business cards
by: Anonymous

That's an interesting tack to take. I will definitely give it a shot. Another technique that a competitor of mine uses and I liked but haven't tried is having business cards on hand that just have his name on it, nothing else. After he has made his pitch or introduced himself and offers his card he takes it out and with a flourish breaks out a fancy pen to write down his phone number and at the same time ask his prospect for their contact info. I thought it was more a delay technique on his part to hold the prospect's attention just a moment longer than he could with a normal card, but in light of your ideas here it makes even more sense. I will give this a shot. Thanks.

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