Prospecting

Stop Asking This (Distraction-Proof Advisor Idea Video #214)

There are two common questions I see recommended over and over, which you should definitely NOT be asking.

Ruthless Advisors Succeed Sooner (Redux) (Distraction-Proof Advisor Idea Video #213)

Succeeding sooner requires you to be both ruthlessly clinical AND wonderfully relational.

Why Second Opinions Are A Bad Investment (Distraction-Proof Advisor Idea Video #211)

Offering a second opinion can be enticing, but the next step can be more trouble than it's worth.

All or Nothing? (Distraction-Proof Advisor Idea Video #210)

Be careful when someone offers you a small part of their total assets to test a new relationship...

Don’t Swim in Dangerous Waters (Distraction-Proof Advisor Idea Video #209)

When prospects start trying to dictate how they want their relationship with you to operate, beware! You could easily get in over your head and find yourself treading water, or worse, drowning.

No Client Loves This, But Do It Anyway (Distraction-Proof Advisor Idea Video #208)

How do you smoothly transition existing clients to another advisor?

What to Say if You’re Young or Lack Experience (Distraction-Proof Advisor Idea Video #207)

How do you sound authoritative if you're young, lacking experience, or both?

Ideal Prospects But Broke? Part 2 (Distraction-Proof Advisor Idea Video #205)

Last week I encouraged you to work with people who are broke. Some of you wanted to know, "Won't that make me broke, too?"

Ideal Prospects But Broke? (Distraction-Proof Advisor Idea Video #204)

What do you do if someone seems to be an ideal client, except for little cash and few assets?

Ask Like This (Distraction-Proof Advisor Idea Video #198)

You can learn amazing things about people, if you just ask the right questions. Here are some samples...