Please find a range of blogs below:
09 March 2025
Why complicate prospecting?
Prospecting doesn’t have to be a grind. Here’s a secret: the simplest methods often work best.
Why simplicity works
Prospects are overwhelmed by the constant noise of ads, pitches, and offers. The more complex our approach, the easier it is for them to tune out. Instead, we can simplify with these steps:
Be direct. A simple, “Have you thought about improving this area of your life?” opens doors.
Ask one question. Example: “What would you like to change most in your current...
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23 February 2025
Instead of overwhelming prospects with information, answer the only three questions they care about:
“What kind of business are you in?”
“How can you solve my problem?”
“What’s in it for me?”
Focus on these, and you’ll save time—and win trust.
Investing in Yourself
Where’s the best place to spend £100?
Not Facebook ads or prospect lists.
The best investment is learning what to say.
Skills stay with you for life and pay off forever.
Renoir Was Right
The painter Renoir...
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16 February 2025
I ditched my presentation book and asked one question:
“What would you like to know first?”
Then I listened. This approach shuts off the “sales alarm” in prospects’ minds.
Instead of bracing for a pitch, they relax—and hear your message without bias.
From Social to Commercial
Talking to prospects like they’re friends is fun, but it’s not profitable. Our job isn’t to chat; it’s to help them decide.
Decisions come from the subconscious, not the conscious mind. So stop throwing facts and...
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09 February 2025
Every prospect wonders: “Are you going to sell me something I don’t need?”
This fear makes us seem scary. But we can fix it.
Start by stating facts they already believe. This builds rapport and lowers their guard. Examples:
“Commuting eats up so much time.”
“Saving is tough with prices this high.”
“Wouldn’t a second paycheck make life easier?”
Watch them relax as you acknowledge their reality. Then, you can introduce your offer without resistance.
How to “Read...
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02 February 2025
Ever had a prospect go off on a tangent when you’re trying to explain your offer?
It’s tempting to redirect hard, but let’s be subtle. Use these soft phrases:
“Some things matter more than others.”
“Not sure how important this is to you, but…”
“Let’s focus on the bigger picture.”
Gently guide the conversation without breaking rapport.
Ask, Don’t Push
When prospects express interest, don’t pounce with hard closes.
Instead, ask: “How soon would you like to see...
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26 January 2025
Prospects doubt our biggest claims. But here’s a trick to flip their scepticism: tell them what your offer can’t do. Negative news? They believe it immediately.
Next, tell them what your offer can do. They’ll think, “If they admitted the downside, the upside must be true too!”
For example:
“Our plan won’t make you rich overnight, but it’ll help you retire years earlier than your current path.”
“This won’t eliminate your taxes, but it’ll ensure you keep more of what you...
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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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29 December 2024
The good news? We don’t need much time to build a great business. All we need is a few minutes a day to say the right words.
When our prospects hear our "right words" offer, they decide to work with us … or not. All we have to do is to collect the volunteers.
So, what is the bad news?
We don’t know the right words and phrases to get interest or instant commitments.
Is this a skill we can learn? Of course.
How many choices should we offer?
The more choices and options we offer, the more hesitant our prospects...
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22 December 2024
Because … our competition is us.
We do not compete against others. We compete with past versions of ourselves.
Want to feel better about crushing our past? All we have to do is improve ourselves a little bit every day. Simply add five minutes of personal development daily will accumulate over time.
In just a few months, we won’t even recognize our past selves.
Or of course, we could also make the decision not to improve our lives and stay where we are not.
“Don’t take my word for it”
Prospects are sceptical. Why...
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