Prospecting

Olympic Lesson: Plan A Strong Finish (Distraction-Proof Advisor Idea Video #341)

How you finish is much more important than how you start. Plan and practice your prospect-meeting finishes.

A Script for Your Scariest Scenario (Distraction-Proof Advisor Idea Video #338)

Scripts are a great tool to have in your belt because they give you conviction and confidence and free you to listen most effectively.

Say What Matters Most (Distraction-Proof Advisor Idea Video #335)

Clients, prospects, and referral partners need to hear your conviction for what you do, how you do it, and why. Tell them what matters most.

Don’t Offer Second Opinions (Distraction-Proof Advisor Idea Video #334)

While offering second opinions on people's investment accounts is a widely-promoted prospecting tool, I say don't.

Perspective When Facing Fears (Distraction-Proof Advisor Idea Video #332)

When it comes to talking to strangers, the fear can be real. Here are some ways to add calming perspective and connect with ideal clients who need your help.

Words That Hamper Rapport (Distraction-Proof Advisor Idea Video #330)

In discovering prospects' attitudes and desires related to money, we often use the phrase, "Tell me...." While the intention is good, using these words can unwittingly create a barrier to rapport and trust. Instead...

Compassion But Not Capitulation (Distraction-Proof Advisor Idea Video #325)

Advisors often have big hearts and want to accommodate everyone. But that can be a problem.

Connecting with Clients’ Children (Distraction-Proof Advisor Idea Video #323)

Most advisors understand the importance of connecting with clients' children. However, they often overthink it. But it's easier than you might think.

Dealing with Imposter Syndrome (Distraction-Proof Advisor Idea Video #320)

Do you wonder if you're really qualified to be advising people what to do with their money?

They Look Great…But You Need to Let Them Walk (Distraction-Proof Advisor Idea Video #319)

Does it really matter if you stray from your standard process to accommodate a potentially great client?