prospecting

Good prospects take time to convert to clients, so one of the tricks of great businesses is to keep ideal prospects engaged until they are ready to become clients of their own accord. An incredibly…

You can fix all prospecting problems forever if you generate enough referrals. It is that simple. Get this right, and prospecting problems are non-existent, as the number one source of professional prospecting is going to…

We all want to get more business, but we really want to just get the right sort of business for ourselves or our firm naturally. If you have figured out what sort of business it…

When I ask advisers what is the number 1 thing in getting a new client I nearly always get an answer linked to marketing…the new client needs to be found via one method or another.…

Trade show prospecting will be making a comeback, and these large “expo’s” are potentially fabulous sources of qualified prospects if you are clear about who your target market is. They can be a highly effective…

No matter how hard you try to get it right, sometimes the prospect is wrong for you. You are wasting your time and would be best to just cut your losses and move on quickly.…

Virtual meetings are efficient, but if there is one thing that can help any professional fuel referrals it is face-to-face time with clients and influencers. Actual getting-together-with those other humans more often tends to lead…

There are many barriers which can prevent a prospect from engaging in the professional financial advice process, and those prospect barriers are our problem to address. WE have to try and eliminate or negate all…