The Accelerator Blog

There's a subtle "hack" to prospecting and you probably aren't using it.

And no, it's not some special "script".

It's humor.

We all laugh and joke around with friends and family, but then sometimes...

Leave your LinkedIn read receipts on.

That way, you can see if prospects read your messages or not.

The TINY detail of knowing if a prospect has seen your response or not gives an aware salesperson...

People in sales - let's give some GRACE to each other.

- Let's be less harsh when someone else is prospecting us

- Let's only schedule meetings with people trying to prospect us if we're actually...

You're screwed if you prospect on LinkedIn and don't use a CRM.

This is true because not using a CRM will force you to constantly need to start over.

Let's use an example to explain what I mean.

Let's...

Not using your CRM regularly is preventing you from making more money.

I've heard a study which mentioned that only 3% of buyers are ready to make a purchase when you first reach out to them.

THREE...

Have you ever had a prospect blow you off after a GREAT introduction call?

Meaning, everything was going great and then the prospect got very cold and distant with you?

Perhaps it's because of the...

"That's fair."
"You're right."
"True."

Do NOT justify your prospects' excuses.

For example, if your prospect tells you, "Your prices are too high.", and you respond with "That's fair.", all you're...

Wanna get your prospects more interested?

Follow up less.

For example, if you normally follow up 2 weeks after your last point of contact, try 4 weeks, instead.

This works because it shows that...

"How about we jump on a call? Sending long messages back and forth can be QUITE inefficient (and ineffective)?"

I'm not sure how many times I've sent that message to a prospect.

And it works almost...

Focus on ONE.

- One client
- One recruit
- One partnership

ONE key relationship can be more powerful for your business than 1,000 weak relationships.

The intentions you have when you prospect are...

Outwork your self-doubt. 

- Direct Message 70 people per day on LinkedIn instead of 30 
- Create 5 LinkedIn posts per week instead of 3
- Make 100 dials per day instead of 50
- Spend 2 hours...

You can't half-ass sales as a Financial Advisor.

You have to be FULLY committed.

Is it easy?

Nope.

But is it worth it to put in the extra effort?

Absolutely. To say the least.

Do you REALLY believe...