Sales is tough. You may be offering financial advice to people who need it, but it is still selling. People rarely (make that never) say: “Stop talking! You have convinced me! Where do I sign?” In many cases, they put you off. You will need to keep the conversation going in the days and weeks ahead. This talk falls into your lap. How do you follow up?
Some advisors don’t follow up. They either assume the prospect is not interested or they intend to follow up, but forget.
Don't be one of these advisors! You need a strategy.
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