Converting Opportunities into Appointments and Clients
Turning leads into clients is what separates top performers from the rest. As a financial services professional, you are really paying for just one thing: acquiring new clients or retaining an existing one. Until that happens, nothing else really matters in your business. Top performers excel in three areas:
Packaging their expertise and ideas
Identifying and attracting high-quality prospects
Turning prospects into clients
Upon completing this chapter, you will be able to:
Understand how to keep your prospects and leads organized
Set up a first appointment
Qualify a prospective client
Establish a relationship with prospects
Develop a tailored contact program
Organizing Your ...
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