CHAPTER 5

Getting the Appointment

IN BUILDING THE FOUNDATION FOR A MILLION-DOLLAR BUSINESS, a new advisor’s highest priority should be to get as many appointments with affluent prospects as possible. In fact, getting new appointments with affluent prospects should be one of your highest priorities throughout your entire career.

YOU MUST MEET YOUR PROSPECTS FACE TO FACE

The ability to build a million-dollar practice has more to do with psychology than with financials. This is a people business, and your success is determined by building relationships with people, affluent investors in this case, and opening accounts with them in a reasonable time frame (six to twelve months).

Next to physical health, fiscal health is the highest priority for most ...

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