How much would you charge your #1 competitor for your last 50 unclosed leads…that you paid for?

Now if you were coaching someone who just paid a bunch of money for prospects, what sales advice would you give them? And would you take your own advice?

We’ve worked with hundreds of advisories and have had thousands of conversations over the past 10 years…and only a handful – maybe – said they had a sales problem. But nearly every one routinely had lead problems… no matter the source.

𝗧𝗵𝗶𝗻𝗸 𝗮𝗯𝗼𝘂𝘁 𝘁𝗵𝗮𝘁.  Universally the lead sources are trashed…but almost never does their ability to close. Leads can always be better…and so can the way we use technology to push them down the funnel.  But let’s be honest: 𝗧𝗵𝗲 𝗶𝗻𝗱𝘂𝘀𝘁𝗿𝘆 𝗵𝗮𝘀 𝗮 𝗰𝗹𝗼𝘀𝗶𝗻𝗴 𝗽𝗿𝗼𝗯𝗹𝗲𝗺.

The reality is, it’s going to be a small number of closes relative to total prospects. AND the fact  that we’re on our prospect’s timeline more than ever, makes it even harder.

So you’ve got to treat every lead, like they’re your next great lead.  This is a gritty process, but it’s a total sales discipline that must be applied. The advisories that recognize that they are running a sales organization 𝗔𝗡𝗗 a financial planning practice are at a big advantage.

Whether you’re the sole advisor or if you have a team of sub-advisors who work for you…𝘆𝗼𝘂 𝗻𝗲𝗲𝗱 𝘁𝗼 𝗰𝗿𝗲𝗮𝘁𝗲 𝗮𝗻𝗱 𝗿𝘂𝗻 𝘆𝗼𝘂𝗿 𝘀𝗮𝗹𝗲𝘀 𝗱𝗶𝘃𝗶𝘀𝗶𝗼𝗻. You put a lot of time, effort, and MONEY into leads.  Can you say the same thing about your sales infrastructure?

The person that you didn’t close today isn’t just lost revenue for you…it’s the family that you could have helped.

About the Author: John grew up in Schenectady, NY & received a scholarship to Norwich Academy. He began his broadcast management career at WOR, learning spoken word marketing from the best in the business with a specialty in financial and long form. John managed broadcast sales for some of the best known sports teams in the world, at the most legendary stations. However his true passion is in the world of direct response advertising to baby boomers and their parents. In this space he has worked with some of the best brands in America. John lives in Boston with his wife, Melissa who is also a broadcast executive, and French Bulldogs Lou and Sal.