Purpose: To give prospects and clients general information about a relevant topic followed by coffee, light refreshments, and conversation.

Serve: Simple foods, snacks, and beverages (coffee and tea).

Invitations: Telephone calls, followed by an invitation letter providing details.

Location: Your conference room, local library, or church conference room.

Advantages: No elaborate, time-consuming planning; no major mailings.

3. Round-table forum

Attendees: Existing clients, as well as prospects. Schedule these forums monthly; then use them as a reason to stay in contact with clients and prospects.

Purpose: Very similar to the power breakfast, with speaker optional. If you opt for no speaker, you should serve as the facilitator for a general roundtable discussion around a topical article or news item. The idea is to network with CPAs or attorneys who are also looking to land new clients. Invite them to address your top clients and prospects briefly in a small and intimate round-table forum. Set more than one date to accommodate people's schedules. Describe it as a "coffee" or light event that sounds casual and enjoyable.

Serve: Simple foods, snacks, coffee in the morning; cold drinks and half-sandwiches in the afternoon.

Invitations: Telephone calls, followed by invitation letters furnishing details.

Location: Your conference room, local library, community or church conference room.

Advantages: Can be alternated with power breakfasts for ongoing exposure. No elaborate and time-consuming planning, no major mailings.

Bonus: Builds your reputation as an expert in the community.

4. Focus group

Attendees: Everyone qualified to participate in a research project about investment practices.

Purpose: Research; an opportunity to have your questions answered by people who matter. Banks and credit unions have used this technique for years to determine the concerns of their clients and members. Maintain a business-like setting, with very little off-topic conversation.

Ask 10 concise questions about what participants expect and need from a financial advisor. Be sincere in your efforts to learn the answers. Make sure that you invite professionals who reflect your niche market. If you're targeting affluent seniors or pre-retirees, look for estate-planning types: small-business owners, business-oriented partners, and so forth.

Serve: Coffee in the morning; cold drinks and water in the afternoon, a tray of cookies.

Invitations: Telephone calls, followed by more detailed explanations and an advance list of questions to ponder.

Location: Your conference room, local library, community conference room.

Advantages: Simplicity; no major mailings.

5. Tea party

Attendees: Popular draw for women, whether they're existing clients or prospects. Of course, men are welcome too. Small group (10 to 15 people).

Purpose: To introduce yourself and your services.

Serve: Snacks, tea, and cold drinks. Also, create a special atmosphere by renting tablecloths and napkins or obtaining them from a local wholesaler.

Invitations: Print more than you need, leaving the date blank to facilitate use for future events. Make sure the invitations use a font you have available on your computer, as well as a standard point size. Mail invitations first, then follow up with a phone call—or vice versa.

Location: Your conference room, a hotel, or a nice restaurant.

Advantages: Optimize your efforts by planning for a few at the same time, at intervals of about a month apart.

Guest speaker on call

A final tip: Always be prepared to give "pocket seminars"—quick presentations at a moment's notice. Alert local groups and associations of your availability so that you can fill in if other speakers cancel at the last minute. If you're stuck for ideas, check out the seminars offered by your product providers; they're pre-planned, usually pre-approved by your firm, and filed with the NASD.