Why Focus on Bringing Your Prospecting Skills Up a Notch
The raw truth about our business is that nothing happens without an appointment. You may be the greatest or the smartest advisor in the world, but if you don’t have enough appointments your business will suffer. If you don’t meet enough people, your business will suffer. If you are not a good prospector, your business will suffer. Check out several posts that continuously received the most positive feedback from our readers this year – coincidentally, they are all about prospecting!
Not seeing enough people is the #1 reason why Advisors fail.
In 2015, one of the most asked questions by Don’s blog readers was asking why advisors fail. Read this post to learn why ”not seeing enough people” is it and why you shouldn’t let fear of rejection stop you in 2016. If you are curious about other reasons why advisors fail, apart from not seeing enough people, read this post to prepare for the journey that lies ahead.
Learn how to handle objections.
Many advisors dread the prospect of prospecting because they don’t know what to do when a client has an objection. Are you one of these advisors? Be no more! Here’s a post that has helped hundreds, maybe even thousands of Advisors to handle objections successfully and turn prospects into clients.
Learn to be proactive.
No one becomes a great financial advisor by accident. In order to become successful you must decide to be successful, and you’re the only person that can do this. The only thing standing between you and success is you. Check out this post with ideas on being proactive and how that could make all the difference for your success as an Advisor.
And finally, start using LinkedIn for prospecting.
With millions of registered users on LinkedIn today, it’s no wonder that many people use the professional network to research partners and gather information when deciding on doing business with someone, or not. Looking for a Financial Advisor is no exception. You can be sure you are getting Googled and checked out on LinkedIn by prospective clients. Here is a two-part series of posts to get you started on the right foot with prospecting on LinkedIn: part 1 and part 2.
Hone your prospecting skills for a better year in 2016!
P.S. If you already bought the mp3 and want to further improve your prospecting skills, have a look at the prospecting category on Don Connelly 24/7.