Real Doctors Don’t “Do Coffee”

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Sales gurus have taught for decades that people buy from only those they know and like.

That led many advisors to think they need to socialize first and do business second, resulting in extended sales cycles and awkwardly chasing their prospects with “just checking in” or “how are things going?” emails, texts and phone calls.

They spend time and effort building what they think is a relationship, only to get “we’ll get back to you if we’re interested.”

Think back to the last time you saw your doctor.