Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls

THE STORY OF PAT

When I was a financial advisor, I was promoted very quickly to territory manager. While in that position, I met Pat (not his real name). Pat had been laid off by an engineering firm and had decided to become a financial advisor.

Pat was a sweetheart and very analytical, just as one would expect an engineer to be. He took meticulous notes and rounded to the tenth of a cent on his financial plans. On the surface, he and the job seemed to be a great fit. However, over time, it became apparent that Pat could not get out of his own way and perform the steps needed to succeed in selling.

I tried and he tried for months, and frankly, it was painful for Pat, his clients, and me. No one wanted Pat to fail. Especially me.

Long story short: ...