The Quickest Way to Lose a Prospect

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A while ago, I gave a luncheon talk to a group of women investors. I asked them to share their experience interviewing financial advisors. None of them had met with any female advisors. One described her experience, which consisted of an elaborate and detailed presentation by an advisor, is these stark terms: “I felt like he was throwing up all over me.”

In all aspects of your business, many of you eschew the adage, “less is more.” Instead, you embrace – sometimes unknowingly – the paradigm that “more is more.”

Let’s start with your webpage. It’s replete with information about you, your investment philosophy, why you are different, and “resources,” like blogs, videos and hyperlinks.

When you meet with prospects, you feel the need to convey the same information, often using presentation aids.