A near-sacred mantra in this industry is: AUM. More AUM.
Firms reward you if you have it, penalize you if you don't. So naturally, you want AUM.
But, before you can increase your own "Assets Under Management," could I be so bold as to suggest that you must first find the assets. So, before chanting, the "more assets under management" mantra, chant this: "First find the money. Stay in touch with the money. Move the money." Repeat that 20 times in a low, soothing voice.
Two Rules
1) When you are talking to a prospect who you know is not going to continue in the selling cycle now, do your very best to find when this prospect will have funds available to invest or re-invest.
2) Frequently, ask Find the Money questions of your clients. If you think, "I have it all," you dream.
Find the Money
For some reason, quite unknown to me, it is very difficult to get financial advisors to gently and persistently probe for additional funds.
So, I would like to make the Find the Money challenge.
Over the next week or so, whenever possible, ask your clients "the money questions."
I have written many of these. You will find eight of the best ones in my free white paper, "Seven Tools for Success." Click the link. You will need to register, but there's no charge.
Three Magic Words
