Tag: prospects

You thought they were ready to start working with you. And then they ghosted you. This happens to the best of us. Even when we’ve asked great questions and exposed the gaps in their plans…

Stop confusing your prospects and clients! That’s a strong statement, I know. When you use terms that your prospects and clients may not understand, you risk confusing them. Or even worse – offending them. And…

When calling your new referral prospects, keep these do’s and don’ts in mind to increase your chances of a great first call. DON’T say “How are you today?” in your opening statement. This screams “telemarketer.”…

REMINDER:  When people learn about you, they will look for you on the internet. Odds are the first thing they look at is your LinkedIn profile. While your profile may not convert them into a…

If you want your prospects to actually read your emails, there are two main tasks at hand. First – Write a relevant and interesting email that will get their attention. Awhile back, I wrote a blog post…

When you hop on a call (phone or Zoom) with a new prospect, do you wing it each time? Or do you have a specific process that you prefer to follow? If you’re like me,…

“Walking away from potential new business.”  Now there’s a concept that you don’t often hear discussed.  I think there are 4 main situations in which a financial professional should be willing to walk away from…

You got connected with a prospect. Yay! You even had a phone call or in-person meeting with them. Double Yay! Then what? Crickets! They stop returning your phone calls. What happened?

You probably didn’t create a compelling reason to take action now.

Have you ever asked a prospective client, “What is the cost (or risk) of not addressing this issue?”