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.