You work hard as an Advisor, serving your clients, and you work hard to bring in new ones. And the more clients you bring on, the busier you get doing the part of your job you love the most - advising people and building financial plans that have a positive impact on their lives.
Building a successful financial practice -- or any business -- takes a lot of work. It also takes persistence, courage, patience, intelligence, spirit, humor, and many other personal qualities that you will find yourself stretching to grow into.
What moves people to action? In sales, it's very easy to slide into the habit of using scripted phrases. As a sales professional, you know the big human drivers: making or saving money, saving time, better health and better relationships.
The problem is not the small business owners themselves. In fact, I've watched many small business owners go from sales chump to sales star in only a few months' time. Instead, the root problem is that small business owners are following bad advice.
LinkedIn is a fabulous tool. But it is important to understand that there is a difference between your professional network and the Opportunity Network of the sale you are pursuing. Ideally, there is overlap, but they should be viewed as two separate entities.