Profitable Prospecting

Today's ever-changing business world means that selling is now the key differentiator. As a financial advisor, you are a seller of products and services, and it's time to embrace that title. Daniel Pink, in his book, To Sell Is Human, defines sales as "solving people's problems for a profit." I recommend that every financial advisor become a professional lead generator who happens to sell financial services. As an advisor, your number-one job is to prospect; your number-two job is to sell yourself; and your number-three job is to sell your products and services. With this clear understanding of who you are and what you do for a living, it is time to address the following questions: 1. How many appointments do you strive to set per week? 2. What is your vision? 3. What are your skills? 4. How deep are your resources? 5. What is your action plan? 6. How effective is your process control? 7. How are you using your time?