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Watch Prospecting Principles Overview 1 (2023-01 VIDEO

Watch Prospecting Principles Overview 2 (2023-07 VIDEO


Personal Prospecting is the Primary Driver

If no one know you exist, you'll go broke.

"The secret to success in this business boils down to two steps: Identify the Esstential (prospecting). Eliminate the rest." -Nick Murray

"Mailers and advertising are two wideley practiced avoidance behaviors." Nick Murray

“If you commit to prospecting, you can be a busy as you want to be.” -Michael Thomas

“I could beat anyone at any selling game because I will out-call everyone else.” -Tom Hopkins

“You get paid to prospect.” -Art Williams

"The only way you can fail to be propelled to the top of this profession is if you stop prospecting. The primary, if not dominant, cause of failure in the financial advisory profession is prospecting anxiety. This is a purely emotional/behavioral issue, and can only be solved behaviorally. At an important juncture in my career, I found the work of the behavioral psychologist Aaron Hemsley to be immensely helpful to me."

-From Appendix B in the book Behavioral Investment Counseling by Nick Murray

Read Nick's ATY 009 January 09 - Essential Discipline PDF

Read Nick's The Ultimate Aid to Client Acquisition PDF



Prospecting is the Solution. Fear is the Problem. Courage is the Antidote.

Watch Overview of P <|> AB ⬅ F VIDEO

Read Nick's Around the Year, January 8 - Willingness is All PDF


“The secret of happiness is freedom, and the secret of freedom is courage.” -Carrie Jones

“Most of the time you don't need more information, you need more courage.” ―James Clear

“I have made more money being brave than being brilliant.” 

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text-align: left;"><div xmlns="http://www.w3.org/1999/xhtml" style="display: flex; align-items: unsafe center; justify-content: unsafe center; width: 228px; height: 1px; padding-top: 40px; margin-left: 284px;"><div data-drawio-colors="color: rgb(0, 0, 0); " style="box-sizing: border-box; font-size: 0px; text-align: center;"><div style="display: inline-block; font-size: 25px; font-family: Helvetica; color: rgb(0, 0, 0); line-height: 1.2; pointer-events: all; font-weight: bold; white-space: normal; overflow-wrap: normal;"><div style="font-size: 25px;">AVOIDANCE BEHAVIOR</div></div></div></div></foreignObject><text x="398" y="48" fill="rgb(0, 0, 0)" font-family="Helvetica" font-size="25px" text-anchor="middle" font-weight="bold">AVOIDANCE BEHAVIOR</text></switch></g><rect x="565" y="0" width="230" height="80" fill="url(#mx-gradient-d5e8d4-1-ffffff-1-s-0)" stroke="#82b366" pointer-events="all"/><g transform="translate(-0.5 -0.5)"><switch><foreignObject pointer-events="none" width="100%" height="100%" requiredFeatures="http://www.w3.org/TR/SVG11/feature#Extensibility" style="overflow: visible; text-align: left;"><div xmlns="http://www.w3.org/1999/xhtml" style="display: flex; align-items: unsafe center; justify-content: unsafe center; width: 228px; height: 1px; padding-top: 40px; margin-left: 566px;"><div data-drawio-colors="color: rgb(0, 0, 0); " style="box-sizing: border-box; font-size: 0px; text-align: center;"><div style="display: inline-block; font-size: 25px; font-family: Helvetica; color: rgb(0, 0, 0); line-height: 1.2; pointer-events: all; font-weight: bold; white-space: normal; overflow-wrap: normal;"><div style="font-size: 25px;">FEAR</div></div></div></div></foreignObject><text x="680" y="48" fill="rgb(0, 0, 0)" font-family="Helvetica" font-size="25px" text-anchor="middle" font-weight="bold">FEAR</text></switch></g><rect x="211" y="32" width="90" height="20" fill="none" stroke="none" pointer-events="all"/><g transform="translate(-0.5 -0.5)"><switch><foreignObject pointer-events="none" width="100%" height="100%" requiredFeatures="http://www.w3.org/TR/SVG11/feature#Extensibility" style="overflow: visible; text-align: left;"><div xmlns="http://www.w3.org/1999/xhtml" style="display: flex; align-items: unsafe center; justify-content: unsafe center; width: 88px; height: 1px; padding-top: 42px; margin-left: 212px;"><div data-drawio-colors="color: rgb(0, 0, 0); " style="box-sizing: border-box; font-size: 0px; text-align: center;"><div style="display: inline-block; font-size: 30px; font-family: Helvetica; color: rgb(0, 0, 0); line-height: 1.2; pointer-events: all; font-weight: bold; white-space: normal; overflow-wrap: normal;">&lt;|&gt;</div></div></div></foreignObject><text x="256" y="51" fill="rgb(0, 0, 0)" font-family="Helvetica" font-size="30px" text-anchor="middle" font-weight="bold">&lt;|&gt;</text></switch></g><rect x="3" y="92" width="227" height="108" fill="none" stroke="none" pointer-events="all"/><g transform="translate(-0.5 -0.5)"><switch><foreignObject pointer-events="none" width="100%" height="100%" requiredFeatures="http://www.w3.org/TR/SVG11/feature#Extensibility" style="overflow: visible; text-align: left;"><div xmlns="http://www.w3.org/1999/xhtml" style="display: flex; align-items: unsafe flex-start; justify-content: unsafe flex-start; width: 225px; height: 1px; padding-top: 99px; margin-left: 5px;"><div data-drawio-colors="color: rgb(0, 0, 0); " style="box-sizing: border-box; font-size: 0px; text-align: left;"><div style="display: inline-block; font-size: 13px; font-family: Helvetica; color: rgb(0, 0, 0); line-height: 1.2; pointer-events: all; white-space: normal; overflow-wrap: normal;"><span data-sheets-value="{&quot;1&quot;:2,&quot;2&quot;:&quot;•&quot;}" data-sheets-userformat="{&quot;2&quot;:641,&quot;3&quot;:{&quot;1&quot;:0},&quot;10&quot;:1,&quot;12&quot;:0}" style="font-size: 13px; font-family: Arial;">•<span style="background-color: initial; font-size: 13px; font-family: Helvetica;"> </span><b style="background-color: initial; font-size: 13px; font-family: Helvetica;">Prospecting</b><span style="background-color: initial; font-size: 13px; font-family: Helvetica;"> is the </span><b style="background-color: initial; font-size: 13px; font-family: Helvetica;">Primary Driver</b><span style="background-color: initial; font-size: 13px; font-family: Helvetica;">.<br /></span>• <span style="background-color: initial; font-size: 13px; font-family: Helvetica;">You get <b>Paid</b> to <b>Prospect</b>.</span><br style="font-size: 13px;" /></span><span data-sheets-value="{&quot;1&quot;:2,&quot;2&quot;:&quot;•&quot;}" data-sheets-userformat="{&quot;2&quot;:641,&quot;3&quot;:{&quot;1&quot;:0},&quot;10&quot;:1,&quot;12&quot;:0}" style="font-size: 13px; font-family: Arial;">•<span style="font-size: 13px; background-color: initial; font-family: Helvetica;"> Prospect </span><span style="font-size: 13px; background-color: initial; font-family: Helvetica;"><b style="font-size: 13px;">1 - 4</b> per day.</span><br style="font-size: 13px;" /></span><span data-sheets-value="{&quot;1&quot;:2,&quot;2&quot;:&quot;•&quot;}" data-sheets-userformat="{&quot;2&quot;:641,&quot;3&quot;:{&quot;1&quot;:0},&quot;10&quot;:1,&quot;12&quot;:0}" style="font-size: 13px; font-family: Arial;">• <span style="background-color: initial; font-size: 13px; font-family: Helvetica;">Make </span><b style="background-color: initial; font-size: 13px; font-family: Helvetica;">1,000</b><span style="background-color: initial; font-size: 13px; font-family: Helvetica;"> prospecting attempts.</span><br style="font-size: 13px;" /></span><span data-sheets-value="{&quot;1&quot;:2,&quot;2&quot;:&quot;•&quot;}" data-sheets-userformat="{&quot;2&quot;:641,&quot;3&quot;:{&quot;1&quot;:0},&quot;10&quot;:1,&quot;12&quot;:0}" style="font-size: 13px; font-family: Arial;">•<span style="background-color: initial; font-size: 13px; font-family: Helvetica;"> Use the </span><b style="background-color: initial; font-size: 13px; font-family: Helvetica;">Coffee Script</b><span style="background-color: initial; font-size: 13px; font-family: Helvetica;">.</span><br style="font-size: 13px;" /></span><div style="font-size: 13px;"><br style="font-size: 13px;" /></div></div></div></div></foreignObject><text x="5" y="112" fill="rgb(0, 0, 0)" font-family="Helvetica" font-size="13px">• Prospecting is the Primary Driver....</text></switch></g><path d="M 534 34.5 L 533 34.5 L 533 27 L 573 39.5 L 533 52 L 533 44.5 L 534 44.5 Z M 509 44.5 L 513 44.5 L 513 34.5 L 509 34.5 Z M 517 44.5 L 529 44.5 L 529 34.5 L 517 34.5 Z" fill="none" stroke="#000000" stroke-width="4" stroke-miterlimit="10" transform="translate(2,3)rotate(-180,541,39.5)" pointer-events="all" opacity="0.25"/><path d="M 534 34.5 L 533 34.5 L 533 27 L 573 39.5 L 533 52 L 533 44.5 L 534 44.5 Z M 509 44.5 L 513 44.5 L 513 34.5 L 509 34.5 Z M 517 44.5 L 529 44.5 L 529 34.5 L 517 34.5 Z" fill="none" stroke="rgb(0, 0, 0)" stroke-width="4" stroke-miterlimit="10" transform="rotate(-180,541,39.5)" pointer-events="all"/><rect x="286" y="92" width="230" height="118" fill="none" stroke="none" pointer-events="all"/><g transform="translate(-0.5 -0.5)"><switch><foreignObject pointer-events="none" width="100%" height="100%" requiredFeatures="http://www.w3.org/TR/SVG11/feature#Extensibility" style="overflow: visible; text-align: left;"><div xmlns="http://www.w3.org/1999/xhtml" style="display: flex; align-items: unsafe flex-start; justify-content: unsafe flex-start; width: 228px; height: 1px; padding-top: 99px; margin-left: 288px;"><div data-drawio-colors="color: rgb(0, 0, 0); " style="box-sizing: border-box; font-size: 0px; text-align: left;"><div style="display: inline-block; font-size: 13px; font-family: Helvetica; color: rgb(0, 0, 0); line-height: 1.2; pointer-events: all; white-space: normal; overflow-wrap: normal;"><span data-sheets-value="{&quot;1&quot;:2,&quot;2&quot;:&quot;•&quot;}" data-sheets-userformat="{&quot;2&quot;:641,&quot;3&quot;:{&quot;1&quot;:0},&quot;10&quot;:1,&quot;12&quot;:0}" style="font-size: 13px; font-family: Arial;">• <span style="font-size: 13px; background-color: initial; font-family: Helvetica;">The singular impediment to prospecting is </span><b style="font-size: 13px; background-color: initial; font-family: Helvetica;">Avoidance Behavior</b><span style="font-size: 13px; background-color: initial; font-family: Helvetica;">.</span><br style="font-size: 13px;" /></span><span data-sheets-value="{&quot;1&quot;:2,&quot;2&quot;:&quot;•&quot;}" data-sheets-userformat="{&quot;2&quot;:641,&quot;3&quot;:{&quot;1&quot;:0},&quot;10&quot;:1,&quot;12&quot;:0}" style="font-size: 13px; font-family: Arial;">• <span style="background-color: initial; font-family: Helvetica; font-size: 13px;">The paralysis of analysis. Endless research.<br style="font-size: 13px;" /></span><span data-sheets-value="{&quot;1&quot;:2,&quot;2&quot;:&quot;•&quot;}" data-sheets-userformat="{&quot;2&quot;:641,&quot;3&quot;:{&quot;1&quot;:0},&quot;10&quot;:1,&quot;12&quot;:0}" style="font-size: 13px;">• Getting s</span><span style="background-color: initial; font-family: Helvetica; font-size: 13px;">uperfluous licenses and certifications.<br /></span>• Doing everything <i>but</i> prospecting.<span style="background-color: initial; font-family: Helvetica; font-size: 13px;"><br style="font-size: 13px;" /></span></span></div></div></div></foreignObject><text x="288" y="112" fill="rgb(0, 0, 0)" font-family="Helvetica" font-size="13px">• The singular impediment to prospec...</text></switch></g><rect x="568" y="92" width="230" height="108" fill="none" stroke="none" pointer-events="all"/><g transform="translate(-0.5 -0.5)"><switch><foreignObject pointer-events="none" width="100%" height="100%" requiredFeatures="http://www.w3.org/TR/SVG11/feature#Extensibility" style="overflow: visible; text-align: left;"><div xmlns="http://www.w3.org/1999/xhtml" style="display: flex; align-items: unsafe flex-start; justify-content: unsafe flex-start; width: 228px; height: 1px; padding-top: 99px; margin-left: 570px;"><div data-drawio-colors="color: rgb(0, 0, 0); " style="box-sizing: border-box; font-size: 0px; text-align: left;"><div style="display: inline-block; font-size: 13px; font-family: Helvetica; color: rgb(0, 0, 0); line-height: 1.2; pointer-events: all; white-space: normal; overflow-wrap: normal;"><span data-sheets-value="{&quot;1&quot;:2,&quot;2&quot;:&quot;•&quot;}" data-sheets-userformat="{&quot;2&quot;:641,&quot;3&quot;:{&quot;1&quot;:0},&quot;10&quot;:1,&quot;12&quot;:0}" style="font-size: 13px; font-family: Arial;">• <span style="font-size: 13px; background-color: initial; font-family: Helvetica;">The major cause of Avoidance Behavior is </span><b style="font-size: 13px; background-color: initial; font-family: Helvetica;">Fear</b><span style="font-size: 13px; background-color: initial; font-family: Helvetica;">.</span><br style="font-size: 13px;" /></span><span data-sheets-value="{&quot;1&quot;:2,&quot;2&quot;:&quot;•&quot;}" data-sheets-userformat="{&quot;2&quot;:641,&quot;3&quot;:{&quot;1&quot;:0},&quot;10&quot;:1,&quot;12&quot;:0}" style="font-size: 13px; font-family: Arial;">•<span style="background-color: initial; font-size: 13px; font-family: Helvetica;"> Fear of rejection and </span></span><span data-sheets-value="{&quot;1&quot;:2,&quot;2&quot;:&quot;•&quot;}" data-sheets-userformat="{&quot;2&quot;:641,&quot;3&quot;:{&quot;1&quot;:0},&quot;10&quot;:1,&quot;12&quot;:0}" style="font-size: 13px; font-family: Arial;"><span style="background-color: initial; font-size: 13px; font-family: Helvetica;">failure.<br /></span>• Success lies on the other side of fear.<br />• Fear is the mind killer.<br />• The antidote to fear is <b>courage</b>.<br style="font-size: 13px;" /></span></div></div></div></foreignObject><text x="570" y="112" fill="rgb(0, 0, 0)" font-family="Helvetica" font-size="13px">• The major cause of Avoidance Behav...</text></switch></g></g><switch><g requiredFeatures="http://www.w3.org/TR/SVG11/feature#Extensibility"/><a transform="translate(0,-5)" xlink:href="https://www.diagrams.net/doc/faq/svg-export-text-problems" target="_blank"><text text-anchor="middle" font-size="10px" x="50%" y="100%">Text is not SVG - cannot display</text></a></switch></svg>

Remember, fear is the cause of avoidance behaviour which is the bane of prospecting.


80% of your time and energy should be spent on prospecting and marketing. Prospecting for new clients is the dilemma that all financial advisors face. Whether you are with a wirehouse, a captive firm or an independent we all face the perennial problem - how to find our next client. There is no "easy" answer and no "secret method".

  • Prospecting drives everything in our business. It is the motor of your practice. Without it everything stops. 
  • How you prospect in private manifests in your business publicly.
  • Acquiring a quality client base is the life-blood of any successful enterprise.
  • Prospecting is the only way to generate clients, and by effect, revenue.
  • It is the one thing you have the most control of. You can't control what your prospects do, you can't control your clients' behavior, but you can control the quantity and quality of your prospecting.
  • For the first 18 months of your career, 80% of your time should be spent on brute-force prospecting.


You Will Never Run Out Of Prospects

“Anyone earning more than he is spending is a prospect for managed money.” ―Nick Murray, Serious Money

Read Nick's ATY 007 January 07 - You Will Never Run Out Of Prospects PDF

Read Nick's ATY 016 January 16 - Abundance of Opportunity PDF

Read Nick's ATY 076 March 17 - Cosmic Bank PDF


Just Get People to Just Take a Look

Watch Magic Prospecting Words VIDEO


All You Can do is Offer a Free Look.

“You can lead a horse to water, but you can't make him drink.”

Just get people to just take a look. You're not trying to get them to become a client the first time you meet them. You just want them to investigate the opportunity. Two benefits of this approach:

  1. You reduce the amount of pressure you place on yourself by eliminating the need to accomplish "too much". You are only trying to get them to take a look - that's all. When you go prospecting it may seem like a daunting task, “I don’t know if I can go out there and convince people and talk people into this. I dont know if I can handle the objections”. All these negative thoguhts go into your head and you end up avoiding prospecting. Instead, think about prospecting like this, "All I'm going to do to is ask people to just take a look. I'm not even gonna try to actually get them to take a look. I'm merely gonna get myself out there to just ask people to take a look."

  2. Your prospecting attempt comes across to your prospects as much softer, less threatening and more palatable.


Phraseology to use: - “Hey why don’t you just take a look". - “Doesn’t it make sense to at least take a peek”. - “Would it make sense to at least do a little bit of research?”. - "Why don’t we take it one step further and let me show you how the plan would unfold?*”


Prospecting is a Game of Numbers


"If you say our prospecting question (Coffee Script) to 1,000 people in the next 12 months, at the end of that time you’ll be at the top of this profession and you’ll stay there for the rest of your career." -Nick Murray

"My entire theory of prospecting in eleven words: I have stood on a mountain of No’s for one Yes." —B. Smith (1949-2020)


Focus on Inputs. Don't Try to Manage Outcomes too Much.

“It's not what you say, but how many people you say it to.” ―Nick Murray

“Stop caring about any inividual call.” ―Nick Murray

“A slow form of suicide is the act of trying desperately to sell somebody when he clearly and steadfastly is refusing to be sold. Life is too short; your reserves of sales energy are not limitless. Control your reaction and spend your energy generating new, more reasonable prospects rather than desperately clutching at a few marginal ones, just because they are the prospects you have.” ―Nick Murray

Read Nick's Nick Murray - Inputs, Not Outcomes (2012-01) PDF

Read Nick's ATY 187 July 06 - Practice Playing Out Of Your Mind PDF

Nick Murray says, consider how many friends you might make, what volume of assets you might capture, and how many financial lives you might save, if for the next fifteen years you simply said: I'm going to offer a no-cost, no-obligation retirement income analysis to every single person I meet. Then, every time I do such an analysis for someone, I'm going to ask if they know just one other person who might benefit from the same exercise.


One-a-Day Keeps Poverty Away

  • Make one-to-four new prospecting contacts per day, five days a week. (Or, five to 20 per week, but never less).
  • Use some method to track you activity. Saturday morning evaluate the previous week, if you haven't completed at least five, then you must make up the difference on Saturday or Sunday.
  • Do this for a twelve-month period and your business will explode!
  • Occasionally you have to create a surge in your business, but long-term the tortoise wins the race!


The Game of Numbers is the best book ever written on prospecting in the securities industry. BOOK


How Do You Sell Your Plan?

From Nick Murray's book The New Financial Advisor.

My answer threefold: 1) you don't; 2) because you can't; and 3) its beneath your dignity. You don't sell a plan for multi-generational financial freedom, you allow a finite number of deserving families to buy one from you. Finding such people may not be particularly easy. What else is new? Excellence is never easy. On the other hand, once you decide that mediocrity is unthinkable, your only choices are excellence and quitting. So whatever the price of excellence start preparing to pay it.

And take courage from two critically important realizations. First, you're not looking for that many people: 250 reasonably affluent house-holds/families should more than suffice to carry you to the top of the profession. Second, somewhere around halfway through the process of finding the right people, *they themselves will begin to help you recruit the rest. (How do you get referrals?" advisors have wailed from time immemorial. The answer is simple. Once again, not easy, but simple: do great work for people who actively appreciate it.)*

The point is that - *provided only that you have enough qualified prospects from whom to choose - you can, should, and will select those households/families who a) meet your minimum account size; b) acknowledge that they need a plan and ask you to prepare one for them; and ©, most important, are people you respect and want to work with.*

She takes accounts who argue. She takes accounts who carp about her fees. She takes querulous, frightened accounts who call up at every downtick, and "performance" maniacs for whom no return is enough. She takes accounts who have other advisors and who constantly compare her unfavorably to them. She takes accounts who solicit her recommendations, and then find reasons not to act on them. She takes accounts who always want to know what she thinks of the market. She takes accounts who can't read their statements and who ask the same questions over and over again. She takes accounts she doesn't respect. She takes accounts she doesn't like, and who don't particularly like her. She's so exhausted, frustrated and anxious that she has little energy left with which to prospect, no consistent prospecting plan, and no real hope that her sporadic prospecting activity will get her anywhere. (She's right: it won't.) It may sound to you like this advisor has a whole panoply of issues, but fundamentally there's just the one: she hasn't got enough prospects.

Why do advisors "need" bad accounts? Because *they haven't got enough good accounts And why don't they have enough good accounts? Because they haven't done the* high (but selective) volume of prospecting necessary to find and recruit those accounts. But doesn't it hurt to grind yourself up making a mediocre income (at best) serving troglodytes about as badly as they seem to want to be served? Yes, says the struggling advisor (although he may not consciously hear himself saying this) but the rejection" in prospecting hurts even more.

Let me assure cosmic certainties, 1) There are enough good client relationships out there awaiting your claim; 2) in the long run not doing what's necessary hurts infinitely worse than doing it. The psychologist Aaron Hemsley always say, "All chronic production issues are behaviour issues." To that I would add that the behaviour is prospecting.


Believe that You are Helping Them, and that You are Doing Good

“To achieve money management stardom you must realize, and fully accept, that your services are the best thing that has happened to your clients in years.” ―Nick Murray

Read Nick's ATY 023 January 23 - Do this because you need to PDF

Read Nick's ATY 316 November 12 - Plain Human Decency PDF

"I don't want to make people upset by asking them to book a call."

A financial advisor told me this, and I think about it every so often. I don't understand this mindset. My mentality is this...

If you have a genuinely valuable service to offer people, it is your moral obligation to ask people to set an appointment with you.

Think of the most pressing problem in your life right now. Maybe it's a health issue. Maybe it's a money issue. Whatever it is, get a clear picture of that problem in your mind.

Now, imagine one of your friends had the solution to that problem, meaning it would be solved and you would never have to deal with it again.

Wouldn't you want that person to share the solution with you?

Newsflash: YOU are the friend, so share your solutions with the world.


Your Attitude, Personality and Demeanor

"Prospect because you *can! You are allowed to!"*

Your intent, perspective, mindset, paradigm and attitude are critically important - this has much more impact on your success than superfluous licenses and certifications. Sales are contingent upon the attitude of the Advisor; not the attitude of the prospect.

The follwing "attitudes" should govern how you behave when prospecting.

  • Expect that people will be friendly, interested and positive.
  • Information and facts do not create interest. Evoke emotions. Entice and withdraw. You don’t throw in the entire tackle box when you go fishing, do you? Its ok to go slow. Make them work a little. Don't just chase, but be chased.
  • Be interested in your prospect.
  • Be fun, light, jovial and relaxed. Smile a lot!
  • Do NOT try to "talk them into" your offering. Do NOT convince, exaggerate, or over promise. Do NOT beg, pester, cajole or trick.


Qualifying your Prospects

Watch AF MKOM 1683 - Ideal Client VIDEO

“Anyone earning more than he is spending is a prospect for managed money. Beyond that it doesn't help to sharpen your focus. All attempts to pre-select a clientele who will magically open up to you like a flower are avoidance behaviors.” ―Nick Murray

“Even if you don't think you have a chance... let THEM disqualify you, never disqualify yourself.”

Watch Overview of Qualifying your Prospects VIDEO

Statistics show that the biggest difference between the high income earners and those who earn average incomes in this business is in their skill of qualifying. To build an effective qualification sequence, ask yourself this: “What do I need to know in order to demonstrate to each potential client that my product is right for him or her and that now is the right time to make the investment?”


H.A.M.E: Ideal Demographic of Whom You're Looking For

Prospects who possess these traits tend to be your best clients. There are exceptions, of course, but be careful you don't try to build your business on exceptions.

  • H = Homeowner
  • A = Age over 25
  • M = Married
  • E = Employed


1: You Can Only Help Those Who Want to Be Helped

They're serious about their investments and building a quality retirement.

The first step in prospecting is properly qualifying your prospects - don't waste your time working with prospects who don't want your help!

Read Nick's ATY 006 January 06 - The Only People You Can Help PDF

Read Nick's ATY 015 January 15 - They Aren't Qualifying You PDF

Read Nick's ATY 052 February 21 - Problematic Referral PDF


2: They're Open to Advice and Want a Professional Relationship

They want to outsource the minutiae of financial services; they are not "do-it-yourself'ers".

Read Nick's ATY 038 February 07 - Recruit & Train PDF


The Titan Question

To "smoke out" what is important to your prospects and to see if they're a good candidate for you, use the Titan Question.

  • What are the three most important things you want to accomplish during retirement?
  • What are the three most important things you want your money to do for you?
  • What are the three most important things you're looking for a Financial Advisor?


Read Nick's ATY 200 July 19 - The Other Advisor, From A Different Angle PDF


N.E.A.

You can also use "Now / Enjoy / Alter" three-step approach to further "smoke out" what is important to your prospects.

  • N = What do they have now?
  • E = What do they enjoy most about what they have now?
  • A = What would they like to alter?

You do not have to use the steps in the listed order, nor do you need to use all of them.


Securities Examples


NOW
  • What and where are you saving now?
  • "When you are ready to retire, do you think Social Security will be able to take care of all your needs?"
  • "How are you planning to support yourself after you retire?"
  • "'Retired' mean 'not working for a living.' That takes money. Have you figured out how much you will need?"
  • "In the past, how much money have you set aside on a systematic basis for your children's college education?"
  • "What was the most profitable investment you ever made?"
  • "Do you enjoy paying taxes?"
  • "Then may I ask where you have your IRA?"
  • "How much are you saving today?"
  • "When your children are ready for college, will you be able to afford to send them?"
  • "Are you getting enough tax-free income?"
  • "What are you doing today to protect your assets against taxes and inflation?"
  • "Have you considered inflation, and what it can do to your savings?"


ENJOY
  • What do enjoy about your current savings?
  • Are you satisfied with the current return on your investments?
  • What would you like to Change about your savings?
  • Where would you like to be financially ten years from now?
  • Is the safety of your money important to you?
  • What are some of your long-range financial goals, and how do you plan on reaching them?
  • Do you presently have a plan for accumulating money for your retirement?
  • Does having a plan make sense?
  • How much time do you have left before you retire?
  • Wouldn't it be wonderful to have all the benefits of owning stocks, yet have none of the risks and hassles normally associated with them?
  • If our company could show you how to accumulate wealth, would you both be interested?


ALTER
  • Is there anything about current or past investments you would like to change?


Life Insurance Examples


NOW
  • What kind of policy do you currently have?
  • How long did you purchase it?
  • Who did you buy it from?
  • How much coverage do you have?
  • What method did your old insurance agent use to determine the proper amount of coverage for you?
  • Do you have any life insurance with your mortgage
  • Do you have other loans?
  • Do you have any group insurance at work?
  • What kind of policies do you have now?


ENJOY
  • What were the primary reasons you got the life insurance? What is important to you about it?
  • What was the main reason you bought this insurance?
  • Are you as comfortable about your financial security, your protection and your savings as you'd like to be?
  • When you think of your finances does it make you smile?
  • What do you like most about your insurance program?


ALTER
  • Is there anything you are not happy about with your policy, company or agent?
  • What would you like to Change about your insurance?



The Universal Prospecting Ratios

Watch AF MKOM 1693: 6-Step Sales Process + The Universal Prospecting Ratios VIDEO

This is the underlying number-law that dictates all prospecting.

N ► 8 ► 5 ► 4 ► 3 ► 5


  • N ► 8 - “N” is the number of prospecting attempts you need in order to get 8 appointments scheduled. This number is unique to you, and may change over time.
  • 5 - Out of 8 scheduled appointments you’ll actually conduct 5.
  • 4 - For every 5 appointments conducted 4 will agree to having you create a Finished Plan for them.
  • 3 - For every 4 Finished Plan proposed you’ll generate 3 clients.
  • 5 - On average, you'll get 1 -2 referrals from each client. So, out of 3 clients you’ll get approximately 5 introductions.


Pro-Tip: go through the above process 100 times and track your results and you'll determine your 'N'. For example, your 'N' = '13', which means every 13 ligitimate prospecting attempts = 3 clients, and thus you won't be frustrated with the other 10 who don't become clients.

Note: The $50k-Income Game-Plan is based upon these ratios.

See the Stop Trying to Manipulate Outcomes, Rather Improve Your Inputs AFW M.1.45


Share & Sort

Watch Share & Sort VIDEO


You job is to share the opportunity. Then, merely sort those who are interested from those who are not.

  1. Share your offering.

  2. Then sort your prospects based upon their response.

  3. Be emotionally "detached" from the outcome.


Fables of Sharing & Sorting

  • Blue & Red Widgets
  • Shucking Oysters
  • Special Glasses
  • Magical One-Armed Bandit