Plus another hack at the end, that guarantees to keep you motivated You do not rise to the level of your goals ↳ You fall to the level of your systems Motivation comes and goes, systems remain constant One simple strategy that will make all the difference: Time block prospecting in your calendar and ↳ make that time sacred Once you do enough reps, you will know EXACTLY what you need, to get your desired result EXAMPLE: 1 new client requires = 3 closing meetings 3 actual meetings requires = 5 booked meetings 5 booked meetings requires = 15 in depth conversations 15 in depth conversations requires = 100 dials Result1 new client requires 100 dials Here is a hack to keep you motivated and excited along the way What’s your pay per dial? Average client = $2,000 in revenue $2,000 / 100 dials = $20 per dial Average client = $5,000 in revenue $5,000 / 100 dials = $50 per dial You need the 99 "no's" to get the 1 "yes" You are getting paid per dial regardless of the outcome of the call

How this mistake costs advisors so many lost deals You had an absolutely AMAZING meeting with your ideal prospects Then you find out they aren't moving ahead with you So, what happened? Men want to look smart in meetings Women want to feel understood(I'm generalizing based on my own experiences) Men tend to engage and ask more questions ↳ They talk to make themselves look smart (or dumb) Naturally, the advisor pays more attention to the man By the end of the meeting, the advisor is convinced they hit it off great - great conversation (with the husband) - answered all questions (from the husband) - showed off his CFP logo 🙄 (don't even pretend you've never done this) But this is the conversation in the car Husband: "James is great, he seems very knowledgeable, we should work with him" Wife: "I don't know. It just didn't feel right" Husband: "But James is a CFP with 20 years experience" Wife: "I'm sure he's very smart, but something was off" Husband: "Should we keep looking?" Wife: "Yes, there are lots of advisors to choose from" If the advisor simply turned to the wife on occasion and asked ↳ "what do you think?", they would have become great clients. The spouse that talks the least often has veto power over the final decision

1. Imposter Syndrome. The core of most prospecting success comes from believing that you have something valuable to offer clients. 2. Using the same message multiple times. Mix it up even by communication methods - calls - emails - video - LinkedIn - - 3. Prospecting inconsistently. - Prospecting should be done on a regular basis for several reasons. First, it allows you to build momentum. Second, it makes sure you avoid the feast-or-famine cycle which wreaks havoc. Third, it allows you to systematically test your approaches to see if one works better than the other. - - 4. “Selling” too early in the process. - This is good news because it means you don't have to be pushy to be a good prospector. - - 5. Not doing enough research. - A little bit of research is essential because it allows you to personalise your outreach. - - 6. Focusing on “closing”. - I tell advisors to focus on converting instead of closing. - Why? Because when you convert a prospects into a client it's the BEGINNING, not the close of the relationship - - 7. Underestimating how many leads it will take to get a prospect. - Track your ratios. Calls to booked meetings to completed meetings to conversion - Once you figure that out, you will know how many calls it's going to take to land your next client - - 8. Failing to create a prospecting system. - Prospecting can and should be systematized. You should know exactly what you have to do to achieve your desired results. - - 9. Trying to figure everything out yourself. - Use a coach, talk to peers, become active in this Skool community Here is the link to my LinkedIn post that provides a hack to stay motivated https://www.linkedin.com/posts/ermos_here-is-a-hack-you-never-knew-plus-another-activity-7238167165550350336-O2n0?utm_source=share&utm_medium=member_desktop

Does this sound like you? Then take your boxing gloves off and put your dancing shoes on Prospecting shouldn't feel like a battle 🥊 Getting the upper hand on someone will make you feel better in the moment, but it's not helping you convert prospects into clients Prospecting should feel like a dance 🕺 Prospects expect you to push back on their objections So when you agree with them, it get's their attention (pattern interrupt) Pattern interrupt breaks people out of unconscious responses they've developed throughout a lifetime of dealing with salespeople Watch the video for more 👇

Hello, I was doing some research last week and stumbled upon this study, done by Buffer, about the best times to post to LinkedIn in 2024. I've been working with a service that does Advisor growth w/ Social Media and have noted how things change quick in this world (a lot of zigging when others zag), but was surprised by the times of day referenced in the study. Does anybody use this type of analysis when looking to post? If so, do you use anything from a different study/author? Link to article/study: https://buffer.com/library/best-time-to-post-on-linkedin/