Why Are Face-To-Face Meetings So Powerful?

One of the biggest challenges we face in turning prospects into clients is getting that first face-to-face meeting. For not so obvious reasons, face-to-face meetings are a powerful means for turning cold prospects into warm leads and often into future clients. There are hundreds of creative approaches used by successful advisors to get that first…


Email Marketing: How to Make It Work for You

Imagine the excitement of starting up your computer and finding 50 emails requesting product information in your inbox! Email marketing can be incredibly lucrative if approached properly. But there are some dos and don’ts you should be aware of before you begin. Over the past several months, we’ve seen an ever-increasing demand for the tens…

Prospects of Wealth

The Importance (and goal of) a Well-Constructed “Elevator Speech”

In late spring, many advisors are looking for ways to jumpstart their business for the second half of the year. The easiest way to end the year on a high note is to start getting creative. We have talked to literally thousands of financial advisors over the past 20 years, and aside from a handful of…

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Building and managing your sales pipeline. 

One analogy I often use is that a qualified plan database (or any prospecting database) is like a gym membership. You can get all sorts of benefits from it, but in order for that to happen, you have to put it to good use. We all start the year with good intentions, but (as we near…