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Early in your career – odds are you were taught how to prospect. You made cold calls. You contacted your natural market. You went to events in search of prospective clients. You did what you had…

While it’s difficult to generalize about what prospects consider when deciding to work with you, there is a common denominator in every decision. Your prospects are consciously or unconsciously asking themselves, “Is he/she right for me?” 

I just listened to a podcast where the two hosts debated the merits of prospecting versus marketing, and which was most relevant for financial professionals? They each took a side and argued accordingly. Knowing I…

Below is an email from a fairly new advisor who went through our training program to generate more introductions and communicate his value more effectively. You’ll quickly see that while this advisor is doing a…

I have discovered three words that have made a huge difference for me in ALL aspects of my life. These three words can help you with any objection, from anyone, about anything. With one caveat,…

If you want to attract more Right-Fit Clients™ you need to deliver remarkable value. Value that gets your clients talking about you to others. Value that is worthy of remark. When I interview top producing…

In my book Radical Relevance, I lay out The 17 Rules of Radical Relevance. I will be recording short videos for each one of these rules. They will be quick and easy for you to…

Life is too short to not be a bit playful a good deal of the time. I know that that’s not true for everyone, but it generally works for me.

So, today, let’s discuss ways to inject a little humor into the client acquisition process. Here are 4 areas where you can have some FUN with prospects & clients.

Superman was rendered weak and ineffective in the presence of Kryptonite.

You and I also have our versions of Kryptonite that come in the form of limiting beliefs.

My mentor as a youth, Bill Wilks, used to tell me, “Billy Cates. If you ever hit a problem or get stuck, the first place to look is at your beliefs. What do you believe to be true that may be holding you back from seeing or acting on what’s possible.”

Another term we might use here is “blind spots.” We all have them, but we don’t always know it. That’s why they call the BLIND SPOTS!

My friend Willie likes to say, “It hard to see the picture when you’re in the frame.”

At my live presentations, every time I make a blanket statement about the right or wrong way to do something, someone comes up after my talk and say, “You said not to ______. I’ve been doing that for 15 years and it still works.”

My response is simple, “Then keep doing it. If it’s legal, ethical, moral, and everyone wins, then keep on keeping on.” I mean, who am I to stop someone who is getting the results they want.

With that said, I feel pretty strongly about these to mistakes that I see people make all the time.

You’ll have to click over to the blog to get the skinny, but here’s the gist:

Mistake #1 – Making Referrals All about You

Mistake #2 – Being Way Too General with Your Request