prospects

How do you know if a lead is a real prospect or if they are just yanking your chain? We’ve all had the prospects who seem to be engaged but turn out to be complete…

The way prospects engage with professionals has changed, and it is logical for us to change how we engage with prospects also. In the old days we qualified prospects on the basis of a clearly…

Coaching clients is a concept which is gaining traction with financial advisers, and for many this is a new line of thinking. After all, they were taught years ago that “you should always be closing”,…

We need prospects to open up if we are to to do our jobs well and help them as much as possible. That takes a bit more thought and skill than merely flicking between open…

A fisherman friend gave me a great prospecting tip: fish at your feet first. His point was a simple one: why spend a lot of effort casting, and risking throwing your bait, and then having…

Financial advisers who need more clients need to be better marketers than salespeople in todays environment. For most that means they probably need new, or more, skills. Not more technical skills; more commercial skills. While…

You often have to do something different to cut through the market noise and get noticed by prospects. In the digital age it can be remarkably effective to go low-tech, and re-visit some of the…

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.…