Five Ways You Allow Prospects to Take Advantage of You
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I’m all for showing generosity with prospects – until it crosses the line. Be on your guard for the five things prospects do and avoid getting played like Nintendo.
Before we get started, I want to mention an issue that is close to my heart, and I know it is for many of you as well. The crisis in Afghanistan is an unspeakable crime against humanity, and the victims are disproportionately women and children. Everyone keeps telling me there’s no hope. But I can’t ignore this is happening. Please take a moment and make a note to take at least one action to help alleviate their suffering. If you want some ideas, I wrote this blog about saving the people of Afghanistan.
Thank you. And now let’s get on to the rest of the article!
- The free sirloin
I’ve seen advisors spend $8,000 on a series of dinner seminars and get not even a single lead from it. Inviting the CPAs is the worst; they compare notes about how easy it is to get free steaks off all of you!
How to avoid getting taken advantage of:
Qualify the prospects better. Don’t take anybody who is interested. If that means your seminars are smaller or less frequent, so be it. Make it so that the prospect must apply to be a guest at the seminar and have a set of qualifying questions. Use my three-question survey as a guide.
Holding back on the Wagyu beef will help ward off the narrow fellows in the grass. Try offering pita chips and lemon water and see who still wants to go.