CHAPTER 10

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:

  1. Packaging their expertise and ideas

  2. Identifying and attracting high-quality prospects

  3. 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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