Turning a Prospect into a Customer

You don’t win any prizes when you have prospects you can’t close. A few years ago, a friend of mine was downsized from his corporate job and felt compelled to scratch an itch to be self-employed. He chose to become a financial planner. He had a great personality and a great attitude, and the firm he was aligned with was excellent. Basically, he had everything going for him, and I predicted when he first started he would be successful.

A year into his new role, he asked to meet with me to discuss his prospecting and selling strategy. The first thing he showed me was an impressive log of people with whom he had met, which also detailed the number of times and length he had met with each person. I couldn’t ...

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