3. “Who do you know?” This is the most effective approach, by far. You might say something like “I’m sure you know someone who is feeling uncertain these days. Who do you know who would benefit from sitting down with me and getting a second opinion?” When you do this, you’re not asking them a yes/no question—you set the table for a specific response and the name of at least one person to reach out to.
The research reveals that affluent investors today aren’t getting what they need from their advisors and are more than ready to work with you. Don’t sit this one out. Be proactive, offer your services and play to win. If you do, your business could be substantially bigger and better in the coming years.
Listen to the full episode here.
Catherine McBreen and Paul Lofties are leading innovators in wealth management research.