12 January 2025
Some prospects can’t wait to hear what we offer. Their needs and wants are so huge, even if we are incompetent, they will join or buy. It feels good to talk to these prospects.
Unfortunately, we don’t know any of these prospects.
The good news is that other people do know these prospects. Everyone knows 200 people we don’t. Out of those 200 people, there will be four or five who desperately want what we have to offer.
So for everyone we meet, let’s ask this question: “Who do you know with this
Some examples:
“Who do...
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05 January 2025
Step 1: Say, “Let’s get on the telephone now and start making some appointments for presentations.” This is scary. But, it gets worse.
Step 2: Their prospects answer their phones and ask, “Tell me what it is all about first.” Now our new team members are not only scared but panicked.
This is a difficult question for new Advisors. What can they say?
If they say too little, it appears they are hiding their agenda. Say too much, and the prospects feel they know everything already, and will not set the appointment.
We should prepare...
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