Myth 1 | Sheer activity matters

Prospecting activity is important, but what really matters is that you feed the right people (people who have been referred) into your sales funnel in the first place, nurture those prospects and hasten their passage through your funnel.


Myth 2 | Sales 2.0 leads are qualified

Many advisors rely on so-called leads from list brokers, seminars, trade shows, advertising, networking, newsletters and speaking.

These are “so-called” because these aren’t really leads. At best, they are unqualified prospects.


Myth 3 | It’s important to sort “leads”

Leads are people who match the profile of your ideal client, they have a need and they are open to pursuing how you can help them. They are a qualified prospect that you get through a referral. You don’t need to sort them.

In this volatile economy, it’s easy to be lured by business which clogs our sales funnel. We can’t afford to attract the wrong kind of clients to our business. A full funnel is only valuable if it’s filled with the kind of clients that are right for you — clients that are qualified and referred.

Joanne Black is the author of “No More Cold Calling: The Breakthrough System That Will Leave Your Competition in the Dust.” www.NoMoreColdCalling.com