Often, prospects and clients don’t want your advice. Here’s why.
Harvard University has been the source of many great ideas. A 2012 study revealed the key concept that I have used to help advisors growth their practices. Its findings were expanded by just-released research from the university.
I’ve identified two questions that have universal appeal. My experience may help you when you meet with prospects.
I decided to determine how I was doing with the many advisors I work with in the course of my coach sessions. This process led me to a breakthrough exercise that immediately improved my emotional connections with others. It is something every advisor can adopt.
Here are examples of things you do or say that create barriers to sales.
Navigating the subtleties of an initial prospect meeting is an incredibly important step to landing a client. That’s why I’m so surprised when advisors make the mistake of asking the wrong questions when given the opportunity.
I recently completed an extensive speaking tour across the U.S., Canada and Australia. I presented to hundreds of advisors and met personally with many of them. Here are five takeaways from those experiences.
Here’s how I discovered something so counter-intuitive and powerful that it could be applied to all aspects of relating to others – not just in a business context.
It has been my experience that introverts have an innate advantage converting prospects, as compared to extroverts. I was curious to find out why – and what extroverts can do to overcome their disadvantage.
First impressions start with your web page. Unfortunately, many advisors are badly misled by faulty advice about web site content and design.