Most advisors struggle to find enough leads/prospects becausethey don't have or follow a complete step-by-step lead system.

They tend to try a little of this, then a little of that and ifit doesn't give them the immediate results they are looking for,they try something else. They never completely follow through onthe entire process.

Here is a simple lead-generation system that never fails.

1. Create a contact list

A contact list is essential to efficient prospecting.

To make your list, write down everyone you know. Everyone! Notjust because they may become your client, but because they can alsoprovide you with referrals. (This is not a “project 100″ where youbeat them all over their head for an appointment.) Start with thismemory jogger to list everyone you know:

• Relatives: aunts, uncles, brothers, sisters,cousins, parents, grandparents
• Who is my: accountant, dentist, lawyer,optometrist, pharmacist, physician, chiropractor, stock broker
• Who sold me my: appliances, car/tires,clothes, furniture, TV/stereo, house
• Who do I do business with: bank teller,carpenter, plumber, electrician, notary public, contractor, editor,printer, realtor, secretary, surgeon, art instructor, fashionmodel, lab technician, music teacher, office manager,barber/hairdresser
• I know someone who: lives next door, teachesmy kids, was my best man, goes bowling with me, is my former boss,was my teacher, repaired my TV, cuts my grass, painted my house,owns my apartment, is in a social organization with me, is in mybook club, dry cleans my clothes, hung my wallpaper, sells megasoline, cleans my house, etc.

This should generate at least 50 names of people you can drip onwith an initial letter, your newsletter, and then invite to yourfree educational workshop. Remember, most people areuncomfortable meeting 'one on one' with a salesperson. However,people ARE looking for information/help on how to improve theirfinancial situation (not products) and are more receptive toattending an educational workshop

2. Send everyone a letter

Start the process by sending everyone on your list yourheartfelt letter. This letter should include three or four problemspeople are facing and how you are helping them solve thoseproblems. Send 25 letters per week. Then follow up with yourmonthly newsletter.

3. Follow up with an invitation

A week later, call each of them to ask questions and talk aboutthe key points on the letter, to set an appointment. If theydon't agree to an appointment, a few weeks later send them aninvitation to your next educational workshop.

This low-key, nonthreatening approach works and opens manydoors. The people we work with are setting appointments with 70 –90 percent of their workshop attendees.

Related: Generating leads: Do you buy orbuild?

If you've tried all these steps without success, tryadjusting your sales talk to address solutions to problems ratherthan products. (Photo: iStock)

4. Ask for referrals

At the end of the workshop or client meeting, ask each attendeewhat they thought. Then ask them who they think may benefit fromthe information you provided and that you should invite to yournext event or send your newsletter to.

Related: 5 common mistakes that discouragereferrals

Following this complete step-by-step system, advisors areconsistently setting three to five new appointments per week andclosing a minimum of one sale per week for between $2,000 and$7,000 of commission. And they are earning $150,000 to $350,000 peryear.

But I've tried all that

Are you thinking, “I've tried sending newsletters, offeringworkshops and asking for referrals without much success?”

The most common reason why you didn't have the success youwanted is because you were selling products, investment returns ora sales concept. People are NOT looking for a salesperson, nor dothey normally recommend salespeople. They want real helpsolving their problems.

The second reason you might not have had success is you gave upto soon and didn't complete the entire process!

However, if you were able to set appointments, but didn't closesales, (or made a few small sales) the primary reason is becauseyou didn't do a good job of fact-finding. You didn't help theprospect to see and understand the problems they are facing now andin the future, so they wanted to set better priorities and wantedto solve their problems.

Wouldn't it be nice to work 40 hours or less a week, because youonly need three to five new appointments per week, instead of thetypical 15 to 20 appointments per week people tell you that youneed?

Imagine having more fun and being able to spend more time withyour family and friends, because you're working with the idealprospects in your local community instead of wasting your time andmoney chasing your high-cost, low-quality leads all over yourcounty and state.

Related: Lead generation traffic sources that produceresults