Qualifying has always been a tricky business for advisors. For many, it’s right up there with asking for referrals on the awkwardness/uncomfortable scale. Regardless of whether you get new business primarily from referrals, events, networking or door-knocking, the earlier in the relationship you Read More >
How to Network Effectively
Networking, its primary objective and the successful methodology for accomplishing that objective, is often misunderstood. Although it’s considered a form of prospecting, the very nature of a networking relationship, and how that relationship progresses, is very different from other forms of Read More >
How To Identify & Target “Natural Prospects”
You hear a lot these days about identifying “buying personas” and marketing to your “ideal client,” but do you know who these people really are? If you ask most advisors to describe their ideal client, the standard answer you’ll likely hear is people with over a million dollars in investable assets Read More >
Build Your Influence Infrastructure Today To Reach Bigger Money Tomorrow
In the age of do-not-call lists and the inevitable demise of cold-calling, networking has become an increasingly more important prospecting tool for advisors. Unfortunately, the results advisors see from various networking groups is mixed at best. Some of this is due to advisors joining these Read More >
4 Steps To Quickly Build Your Warm Pipeline In A Weekend
Consistently working to build your pipeline seems like an obvious and necessary step to growing your business. However, many advisors have a pipeline that can be best described as sparse to non-existent. Every advisor would agree that warm is always better than cold. Begin by leveraging what you Read More >
Prospect to Client Shortcut: The 98 Day Prospect Experience
Prospecting is like dating. To succeed and reach your desired outcome (whatever that may be) as quickly as possible, you try to make each date special. To reach your desired outcome in prospecting, aim to make each touch special. Just like in dating, prospecting is a time when both you and your Read More >