I didn't ask my wife to marry me on the first date. We dated for a while and eventually we only dated each other. Down the road we got engaged. Down the road even further we got married. I treat prospects the same way. I want to go steady before I ask for a commitment.
The client is taking a lot more risk than we are.
I don't call them Assets Under Management. I call them Assets Under Care.
I ask CPAs and attorneys if they accept referrals. I then ask them if they reciprocate.
There are firms out there who would be a better fit for you. It makes it very difficult for me when you don't follow our advice.
You must learn the requisite selling skills. If you don't have an appointment, you don't need a product or product knowledge.
Don't give a seminar in a retirement community until you've earned the right to speak. They have to know you. "We've seen you, we know you, we like you."
Mr. and Mrs. Client, When's the last time you did something for the first time and did it picture perfect? Well, you're about to retire for the first time. Don't blow it.
What's your strategy for doubling your income in retirement? Do you have it in writing? Your biggest risk is longevity.
People should transfer their entire accounts to you without hearing one investment suggestion.