Prospecting

A Perfect Mix: Ruthlessly Clinical & Wonderfully Relational

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue: Focus on finding the right number of people with the right level of assets to build the business you want. “You mentioned being ‘ruthlessly clinical yet wonderfully relational.’ Can you repeat what you mentioned about that please?” After I recently spoke to a bank advisory group, Susan asked me […]

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Some Perspective for Your Nerves

AdvisorBlast – Quick Tips to Accelerate Your Practice 2014 Olympic Special Edition #3 In this issue: Being nervous before your big event is a good thing. Remember the last time you tried to convert a prospect to a client and your office was filled with 40,000 screaming people watching your every move and dissecting each […]

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This Message Isn’t For Everyone

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue: Seek out your ideal clients – people who want to do business with you and buy into your approach. Did the title of this post have you rushing to open it? How did you feel when you read that you might not be included in […]

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Limit Your Options

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue: What one main problem do you solve for your clients? Often advisors are quick to want to tell prospects about the wide variety of services they offer – from retirement planning, to insurance, to stock picking, to annuities, to mutual funds and on and on, […]

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Do More of What Works

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue:  Create momentum now to keep you moving strongly into the New Year. The holiday season is officially here. It can be tempting to start relaxing at work and focus on upcoming festivities and year-end plans. Whether you are looking forward to celebrating a successful year […]

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Conversations That Count

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue:  What to say when people ask, "What do you do?" When meeting new people it's easy to talk about yourself: you're an expert on the topic, after all! But because our business is about helping people, when we're looking to connect with prospects, we […]

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Fall Realignment

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue:  Make any needed adjustments now and ensure you're on track for the end of 2012. My summer didn't end up looking exactly like I anticipated. I had unexpected things arise on both personal and professional fronts requiring more time and energy than I had […]

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Be Relentless

Earlier this week in the Olympic pool, the French men’s team pulled off a stunning upset, forcing the US men’s team to settle for silver in the 4×100 freestyle relay, with the final leg clearly showing that victory goes to those who never give up. Going in behind Ryan Lochte, Frenchman Yannick Agnel knew he […]

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Plan the Final Moment

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue:  Be prepared for your prospect meetings – every time. Watching the US Olympic swimming trials on TV a couple of weeks ago was a thrill. Many lives were changed within just the last few inches of a race. Though the final touch on the […]

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Don’t Chance It

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue:  Be prepared for your prospect meetings – every time. Are you properly prepared for your next prospect meeting? When pressed, too many advisors will admit they simply "wing it." They want to feel comfortable and relaxed and come across as conversational, which are great […]

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