Just because you are ready to sell doesn't mean your prospect is ready to buy.
Drip, drip, drip and keep dripping until your prospect becomes your client.
Maintain Customer Relationships
Get a good customer relationship management system (CRM) and use it religiously. Send relevant information. Call with ideas. Do whatever you can to differentiate yourself and stay top of mind so that when the day comes that your prospect is ready to pull the trigger, you are the first person that enters their gray matter.
If you don't you are just giving away potential new clients and burning time, effort and money.
If you skipped to the end, here’s a summary:
• Learn from the techniques used by big business to scale and achieve massive and sustainable growth.
• Start treating your financial advisory practice like a business.
• Create a plan to continuously get your name and content in front of the people that you serve, and your business will prosper.
Scott Winters is the chief executive officer of FA Mentor, an elite consulting group dedicated to helping financial institutions and financial advisors achieve massive and sustainable growth.