9 Mistakes advisors make while prospecting · Client Acquisition Academy

11d ago (edited) in General discussion

9 Mistakes advisors make while prospecting

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