SMAX Update: Advisors roll up their sleeves

"It's not just the words, but what you say and do with the words you say," Loisou added. "We are auditioning every day. We need to convey that we care and are knowledgeable."

At the end of the day, he said, "It's not about making money or the compensation (that will come), but doing something we care about and putting people in a better place."

In industry veteran Al Atha's "Prospecting" workshop, attendees were handed three case studies to analyze. It was interesting to see how quickly the advisors took to the interactive format. While there were no shrinking violets in attendance, leaders emerged from the breakout groups.

In one of the case studies, an advisor has a monthly seminar business, but is not converting the number of prospects he should be. Atha offered a valid reason: "If an advisor is doing seminars, he needs to be both a great salesperson and a great speaker. He's not going to reach his potential if he's a lousy public speaker."

Atha suggested that an advisor in this scenario should find someone they know and trust and "get them to serve as a mentor."