8. A day will come when people will remember the one lonely voice who was passionate about equities.
(They will also remember the one voice which cautioned that bonds weren't riskless, before interest rates started rising again.) Johnny Appleseed didn't give out apple trees; he gave out apple seeds. In a very real sense, prospecting with an appropriate equity exposure today may appear, for quite a while, to be giving out seeds. But when some of the seeds take root and begin to grow, you'll be able to go back to everyone to whom you gave the seeds. People will remember.
9. How hard can this be?
All you ever have to do is ask, "In thinking about your own retirement, does it seem more probable to you that your money will outlive you, or that you'll outlive your money?" When the great majority of graying boomers say, "We're just not sure," you can say, "Would you like me to sit with you and help you figure it out-understanding that there'll be no cost to you in my doing this, nor any obligation?"
10. The more you get "rejected," the more certain you can be that you're right.
When you're passionately advocating for the historic power of quality equities to defend and even accrete purchasing power, "rejection" is actually validation. If history is any guide-and it's the only guide I'll ever have, or want-a day will come when equities are again fashionable, and everybody eagerly wants to hear your stock investing ideas.
On that day, be afraid. Be very afraid.
© 2012 Nick Murray. All rights reserved. Approaches, scripts and techniques for applying these principles can be found every month in Nick's newsletter, Nick Murray Interactive. New subscribers will receive a free copy of Nick's book The Game of Numbers: Professional Prospecting for Financial Advisors. Visit www.nickmurray.com,
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