This strategy is what I teach my advisor clients to do and it works amazingly well. No one like's to attend "meetings" so STOP booking "meetings". Instead book "conversations, chats or sessions". 1. Compress time: Book sessions within 48 to 72 hours. This provides less time for prospects to forget why they wanted to meet you in the first place. 2. Automate: When you send the invite, it should automatically populate their calendar. 3. First touch: Immediately after the call, send a communication thanking them and itemize what problems they want solved.Bonus: send them something of value. (ex. retirement calculator, savings strategies, articles of interest) 4. Second touch: Between initial call and session. Inform them you've been working on their plan and identified several areas where you can help. Tell them you're excited to share this information and it will "be a game changer", or whatever phrase will peak interest. Make sure the prospect understands this is a "can't miss session".Let them know the WHAT, but never the HOW." I will show you how to save $2,327 in taxes every year. I'm excited to go over the details at our session" 5. Third touch: Reminder the day before along with the date, time and web link if it's an online session. Keeping the timeline tight, keeping them excited and remaining top of mind will ensure that your prospects show up.

What are you currently doing to generate leads? Let's share ideas.

Contrary to what you were taught in "sales training 101", the most effective way to earn someone’s trust is NOT by treating them the way YOU would want to be treated, but by treating them the way THEY want to be treated. If you understand the emotional drivers that influence your prospect, you can adjust your communication style to resonate with their needs. There are 3 types. "Accommodators" are focused on building relationships and earning approval. On one hand, they’re easy to speak with. On the other hand, their desire to be liked causes them to say “yes” without planning for the “how.” Challenge: They will say yes to a meeting and then ghost you. "Assertive" types are informal. They like the feeling of being in control, need time to articulate their point of view, and tend to be abrupt. Challenge: You may feel like you're arguing with them Analysts are doubtful, quiet, and slow to trust. They’re data-focused and have trouble making decisions in the moment. They will need time to process new information Challenge: We want a quick decision but pushing them will only push them away. If you can identify your prospects style, you can anticipate their natural reactions and communicate more effectively, a skill that will make you more likeable and increase your influence.

I was reading my daily James Pollard email the other day (I know quite a few that frequent here know of him, or are members of his inner circle) on Advisors being in denial about what's coming with AI. Notwithstanding how much I despise the term AI (I've actually worked in the data analytics industry and have done some smaller scale Machine Learning, and worked with many who are experts in this space, so my opinion is probably a little more educated that most on this), it keeps hanging with me James' comment on saving ~15 hours of work a week through ChatGPT. My questions: - how are those here using this, and similar technologies, to reduce time spent on mundane tasks? - would it be worth organizing a sub-group within this space to figure this out (say a set of recommendations for advisors on how to use this stuff to help their growth)? For the 2nd question, if there is enough interest, I'd be willing to spend some time on this as part of a working group, to figure out how to best use these technologies to support and grow a practice. Comment away

A question for all: has anybody ever found you via Google Search? I did a quick Google Search: things that matter to oilfield professionals in retirement I was surprised to find my name pop up 2x in the first 5 things returned, Linking to my LinkedIn posts. The question: should I care about this? Is this type of thing making my practice more visible, or is really much ado about nothing?