Prospecting

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.

After the Introduction – What Next? (Distraction-Proof Advisor Idea Video #155)

Once you've made a great introductory connection, what next?

How to Be Quickly Memorable (Distraction-Proof Advisor Idea Video #154)

In our sound-bite world, know how to make yourself quickly memorable.

More Important Than Being Liked (Distraction-Proof Advisor Idea Video #153)

We all like to be liked. But earning respect is much more important to your business.

Avoid These Two Dream Killers (Distraction-Proof Advisor Idea Video #139)

Don't let disappointments or fears from previous experiences derail your prospect meetings before they even start.

Don’t Let TMI Sabotage Your Relationships (Distraction-Proof Advisor Idea Video #136)

As in romance, so too in business: too much information too soon will kill potentially great relationships.

Ruthless Advisors Succeed Sooner (Hear me out) (Distraction-Proof Advisor Idea Video #135)

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