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Watch AF MKOM 1661 - Five Part Prospecting Kit VIDEO

Watch The 4-Part Prospecting Kit (2023-08) VIDEO


#1: Scripts


Coffee Script

Master the A Cup of Coffee and a 2nd Opinion script. It is the best prospecting script, ever.


Your Value Proposition

Visit AFW S.12.1 "Why Should I Hire You" for things to talk about that differentiate you from other Advisors. Especially the "What I Do and How I Earn My Fee" section.


#2: ICA Guide Brochure

The ICA Guide is the best and most universal securities presentation. Have a dozen copies in the folder above (they're free).


#3: Business Cards, Postcards, Folder, Paper & Pen

  1. Always carry your professional business cards and custom postcards with you wherever you go.
  2. Have a few American Funds folders (free) in your car, bag, home, gym locker etc.
  3. In the folder above, have a dozen blank pieces of paper, with your info and list of services in the footer to use for napkin presentations. You never know when you'll have an opportuniy to present a quick idea. Make sure to give your napkin presentation paper to your prospect since it has your information on the bottom.
  4. Always have a pen with you. It's not only for writing but also a pointer for pointing out items on brochures (don't use your fingers).


#4: Simple Wealth, Inevitable Wealth book

Have a few copies in your car, in your bag, at home, gym locker etc. Give out the Simple Wealth, Inevitable Wealth book to all serious prospects. Or, at least encourage them to buy it for themselves.

Simple Wealth, Inevitable Wealth by Nick Murray BOOK This is the best book I've ever read for understanding the fundamentals of our investment philosophy. Required reading for all your clients and our Advisors.


Version 1 - Verbal Introduction

This is the simplest and most effective investment book I’ve ever read. If it resonates with you, then you’ll enjoy working with me. If it doesn’t, you won’t.


Version 2 - Written Introduction

Dear John, I enclose as my gift an exceptionally useful little book, written by someone whose work I greatly admire. Simple Wealth, Inevitable Wealth is a timeless classic about investing for retirement. In essence, it makes two fundamental points:

1. Real wealth — defined as an income you don’t outlive — can best be achieved through patient, disciplined long-term investing in a broadly diversified collection of the world's great mainsteam publicly-traded companies (mutual funds).

2. The psychological stresses of equity investing are such as to make it practically impossible for the investor to succeed without the help of an empathetic but tough-loving advisor. (In this instance, that would be me!)

This book explains quite clearly how I manage wealth, in terms I’m sure you will grasp and appreciate. If it resonates with you, then you’ll enjoy working with me. If it doesn’t, you won’t.


#5: Follow-Up

  1. Send a Thank You Note.
  2. Add them to your Client Newsletter.
  3. Continue with the ideas in the Prospecting Follow-Up page AFW S.8.20