You're Prospecting All Wrong

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

If you’re struggling to get prospects to say “yes,” you may be too focused on what you can get from the meeting, not your prospect's needs.

You're doing it wrong if you meet with prospects to get new clients.

You see, you can’t control whether a prospect chooses to hire you. What you can control is how much value you deliver during that meeting.

Here’s the thing about prospecting that so many advisors miss: it’s an opportunity to transform someone's life in one hour.

That’s exciting!

You can meet with people who need help, show them where they’ve done well, and point out potential pitfalls they may not know.

You can add so much value to prospects during those 60 minutes – how could you not look forward to these meetings?

But too many advisors are so stressed about “winning” clients they blow up the entire thing.