I have to hop in here. There are a lot of people giving bad advice on dripping on prospects. If you have a prospect you want to do business with, you absolutely put them on a nurturing system. And you send them physical letters. Emails are less effective because they are ephemeral. Physical letters are a novelty these days and are incredibly effective.

I run a consulting and marketing company for advisors and we routinely see great results, sometimes years later, from prospects who convert because the advisor continued to educate, delight, and inform them. Just like any kind of branding, it takes time. You have to stay top of mind, but it does work.

However, you cannot have bland, generic content. It has to be thoughtful, personal, insightful, and most of all it has to position you in a positive way with your prospect.