Prospecting

Is What You Mean Being Heard? (Distraction-Proof Advisor Idea Video #197)

Even if what you say is right, don't assume what you mean is being heard.

The IRS’s Great Plan for Your Clients (Distraction-Proof Advisor Idea Video #196)

If clients or prospects balk at the idea of your preparing a financial plan for them, remind them they have one by default. Whether they like or not is the question.

True or False – Beware of So-Called Facts (Distraction-Proof Advisor Idea Video #192)

Filter what industry experts claim to be fact.

Vetting Clients’ Dissatisfied Friends (Distraction-Proof Advisor Idea Video #188)

Some advisors have been too quiet recently and their clients are unhappy. This can be a great time to grow your business with referrals from existing clients to their dissatisfied friends and family, but make sure to vet these new prospects...

Master This And Keep Clients For Life (Distraction-Proof Advisor Idea Video #180)

To truly be a great advisor, you have to genuinely be interested in people.

Change: A Perfect Publicity Opportunity (Distraction-Proof Advisor Idea Video #177)

Changes provide great opportunities to publicize your expertise and emphasize how you help.

Don’t Be Too Quick to Judge (Distraction-Proof Advisor Idea Video #164)

Body language isn't always clear. Sometimes people look unhappy or disengaged, but they're really thinking deeply about your words. But sometimes people's negative body language really is communicating displeasure with what you've said.

Should You Demand All or Nothing? (Distraction-Proof Advisor Idea Video #161)

What do you do when a prospect thinks diversification entails using multiple financial advisors?

Words That Win Business (Distraction-Proof Advisor Idea Video #160)

When prospects tell you you're one of several advisors they're interviewing, don't get upset. Just be ready with language like this that illustrates how you're different from the competition and keeps you top-of-mind.

The Beginning of the COI Dance (Distraction-Proof Advisor Idea Video #156)

How to follow up with centers of influence to maximize your connections with them.