Prospecting

Use the Same Words; Just Make Sure You Redefine Them for People

What do you think when you hear the word “Integrity?” How about “Ethical?” Although these words have been trashed by some within our industry, don’t shy away from using them. In fact use them, then define exactly what you’re meaning by them. For instance, by ensuring you use the word “ethical” in your discussion with […]

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Referrals: Say This, Not That

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue: A better way to ask for referrals. Even seasoned advisors struggle with asking for referrals. You know you’re good at what you do and offer value, you know your clients like you, you know more people need your help. So why is asking for […]

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Are You Driving?

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue: Are you out driving for new business, or still busy just reading the manual? Our 16 year-old son is learning to drive. In the months before he got behind the wheel, his mother and I both offered a lot of instructions about how to […]

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Be a Calm in the Midst of the Storm

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue: Provide a refuge in the midst of upcoming holiday frenzy. The holidays are coming – that hectic time of year, when almost everyone is frazzled, trying to add shopping, parties, and decorating to their already packed schedules.   It’s a perfect time for you […]

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Put Yourself in the Driver’s Seat

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue: Play hard to get. Who’s in the driver’s seat when you’re prospecting? Often potential clients believe they are – and, as advisors, we act in ways to validate their belief. After all, they have the money we’d like to manage and the power to […]

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Take A Step Today

AdviserBlast – Quick Tips to Accelerate Your Practice In this issue: Choose what you will do today! Some days the “small stuff” seems huge, and it’s hard to see our big, audacious goals, much less feel really convinced we’ll achieve them. Whether we want to lose thirty pounds, run a marathon, improve a relationship, or […]

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Make ‘Em All Count

AdviserBlast – Quick Tips to Accelerate Your Practice In this issue: Make every meeting count! (They do anyway.) What if you knew now that you would only have one more new prospect meeting during the remainder of 2011? Would you approach that one meeting any differently than you are currently approaching your next prospect meeting? […]

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Good Questions Are Better Than Clever Answers

AdviserBlast – Quick Tips to Accelerate Your Practice In this issue: Ask simple questions which are more impressive than clever repartee. One of the best ways to make a positive impression on people is to ask them questions about themselves. Think about the last time you were in a situation meeting a lot of new […]

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Connect With Your Prospects

AdviserBlast – Quick Tips to Accelerate Your Practice In this issue: Rather than trying to sell your services, ask questions that develop relationships and then listen to the answers and watch the great results! People will tell you amazing things if you actually listen to them. I’m not talking about “reading between the lines” or […]

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Pipeline Maintenance 101

AdviserBlast – Quick Tips to Accelerate Your Practice In this issue: Keep your "pipeline" of prospects full and flowing freely! What are you doing to maintain your prospect pipeline? It can be easy to talk about the need to ensure we have a steady flow of quality potential clients, but are you actively doing anything […]

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