A 30-day plan urges agents to talk with one buyer and one seller daily, using simple tracking to build pipeline and listings.

When a salesperson prospects, he seeks out potential customers for his business using a variety of tools. Cold calling, referrals, directories and trade shows are among the common methods used to ...

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 ...

Don’t give yourself excuses to avoid making cold calls. Have your prospects’ contact information ready the day before you make the calls. You cannot ask your most successful competitors their secrets ...

Entrepreneurs and sales teams waste countless hours chasing cold leads. Inboxes are crowded, buyers are skeptical, and manual outreach doesn’t scale. Traditional prospecting often relies on volume, ...

When it comes to most prospecting and lead-generation services available to advisors today, the problem is this: In a crowded industry where differentiation is like oxygen, most of these services ...

Prospecting is the lifeblood of financial advisors, but it can be difficult to come up with effective recruiting techniques, especially when creativity is key in a highly competitive environment.

Here's the new installment in our effort to bring time-tested sales and marketing articles to the attention of new readers. The original version of this article ran on Nov. 6, 2013. In this one, the ...

For sales professionals, just booking a meeting with a prospect can feel like a victory. After countless calls and hours of research, you’ve finally scored a sought-after chat with a potential client.