Four Blind Spots in Your Lead-Qualification Process

Ari GalperAdvisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

One of the tenets of effective selling is never make it hard for your prospect to buy from you.

Advisors tell me they get this idea.

But when I look at their average monthly conversion rate of prospects to paid clients, the numbers say otherwise.

Most prospects who go through an advisor’s intake process do not commit to a paid-client relationship.

They show a high level of interest initially, and it seems easy to build rapport with them.

But somewhere along the way they lose interest and disengage from the process, and you never hear back from them again.

This is a huge source of frustration, because the intake process demands a lot from you and it’s free for them. Yet they don’t respond to it like you expect.