The Advisor's Guide to Overcoming Prospecting Excuses

Prospecting is like budgeting. Every advisor and agent knows they need to do it. Everyone desires the ultimate outcome, but no one looks forward to making the effort to achieve the result. We often think of prospecting in the traditional sense: calling or marketing to strangers. Prospecting can include getting referrals from clients. A satisfied client can help you "sell up" and "sell down" within their family. You have friends and acquaintances who don't do business but talk about investing. All these represent different aspects of prospecting. Let's look at a year's worth of excuses to skip prospecting and flip them on their heads. You can make the case there is never a bad time to prospect.