A Foolproof Way To Engage Prospects

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A Foolproof Way To Engage Prospects
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As part of a new joint venture between Advisor Perspectives and Dan Solin, we are offering a series of group-coaching webinars to help advisors convert more prospects into clients and grow their assets under management. For more information, go here.

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Nothing is more important than establishing a meaningful connection with a prospect, when it comes to converting someone to a client. The scientific evidence for how to do that is clear, and it was vividly illustrated at a large social gathering I recently attended.

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As an introvert, these are not my favorite events. I usually look for someone I can get to know rather than having a large number of small conversations.

I ended up speaking with a middle-aged woman who explained that she had just come out of an abusive relationship with an alcoholic spouse. She told me about her journey, which culminated with both physical and mental therapy. Her story had a happy ending. She found employment she enjoyed and had a number of new social acquaintances. For the first time in her life, she felt “genuinely happy.”

I spoke to her for about an hour.

The next day she sent me e-mail. S