Of the top financial advisors we’ve studied, about one-third of the prospects they meet with become their clients. That, of course, means around two-thirds don’t become clients. Ask yourself what your ...

Prospecting is the lifeblood of any business. When I ask sales reps what they get paid to do, I rarely hear, “to prospect.” Yet you can have the best product, price and presentation — and be the best ...

It is well known that attorneys owe a duty of confidentiality to their current or former clients. But what about those prospective matters that never lead to a retention? A potential client may meet ...

My website encourages prospective clients to email me a brief description of their situation. I ask that they email rather than phone me to avoid my tendency to spend too much time with a prospective ...

Every prospective client represents an exciting new opportunity for your business. Unfortunately, not all those prospects turn out to be the right fit -- whether it's a budget issue, a personality ...

If you’re looking for new ways to prospect for new clients this year, be prepared to be disappointed. It seems most advisors prefer to stick with what they’re already comfortable with – networking and ...

Finding people who will talk with you is what prospecting is all about. It's important to understand there are short-term strategies and long-term strategies. Cold calling, or 'smiling and dialing" is ...

So, you've just finished meeting with a prospective client. You've walked them through your firm services and the benefits of working with you, and after you close, your prospect launches an objection ...

Choosing a coach is a significant decision that requires clarity, trust and a sense of alignment. Prospective clients look beyond credentials to understand how a potential coach thinks, communicates ...

Landing the perfect client can feel like finding a needle in a haystack. And while not all are “perfect,” most business owners can settle for good customers. But to build a client base of people who ...