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The Supernova Multiplier
book

The Supernova Multiplier

by Robert D. Knapp
February 2019
Intermediate to advanced content levelIntermediate to advanced
224 pages
4h 24m
English
Wiley
Content preview from The Supernova Multiplier

CHAPTER 490 Days 90 Prospects

One of the best ideas I've come up with wasn't even mine. In fact, it wasn't even an idea, because it wasn't, well, anything.

It was a miscommunication. What should have been an “error” message turned out to be a brilliant idea. An attendee at a coaching session misheard the explanation of 90 days, 90 prospects—more on this later.

As Supernova matured, we identified the general guideline that every FA should have somewhere in the neighborhood of 90 prospects in their pipeline, tops. So, what's a prospect? In this population of 90, the definition is pretty loose: it's someone with the assets that reach your current minimum, who knows you, knows something of how you work and will agree to learn more if asked. Ideally, a significant number of those individuals are those you connected with through one of your active marketing efforts—they were introduced by a Center of Influence, they were introduced through a Mastermind Group, or they are connected somehow to a board on which you serve. Obviously, of these 90 there are going to be prospects who are much closer to the new client finish line than others. Those potential clients earn more of your attention than the less well known or prospects in the infancy stage of your relationship.

Some FAs unrealistically estimate either a very high or very low number of prospects. Some say they have 300 prospects, which is as nuts as saying you have ten. When executed to precision with roughly 100 clients, Supernova ...

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Publisher Resources

ISBN: 9781119539803Purchase book