prospecting

Assumptions Can Derail You (Distraction-Proof Advisor Idea Video #265)

It can be easy to think potential ideal clients already have great advisors and get discouraged by that. Instead...

People will like, trust and remember you if you help them feel smart, and analogies are an easy way to make that happen.

When navigating unknown terrain, would you prefer to use a compass or a map?

The golf course is a great place to prospect, but NOT because you have a captive audience for four hours!

Unless you know who your most profitable clients are, you'll waste valuable resources chasing non-ideal prospects.

You can easily turn prospects off with too much attention.

Assuming successful-looking prospects have all their financial matters in order is a big mistake.

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

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

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