Effner Blog Posts – Cat/Tag – Prospecting

How To Respond When Clients Say “No” To Providing Referrals
04-29-2021
One prospecting objection financial advisors stumble on is if a client straight up says "no" to providing referrals. Here's how to handle it.
Master Prospecting Language
The Key To Mastering Your Prospecting Language
10-20-2020
Great prospecting language is concise and compelling. Learn a proven approach for financial advisors for mastering prospecting language.
Financial Advisor Prospecting In A Post-COVID World
09-24-2020
COVID-19 has increased demand for a solid financial plan. With the right prospecting approach, you can be the financial advisor to provide it to them.
Why Prospecting Is The Biggest Challenge Of Financial Advisors
08-26-2020
I often ask financial advisors, “What’s your biggest challenge?” The answer is almost always the same: Prospecting.
The Biggest Culprit - Stuck in a Rut
The Biggest Culprit: Why Am I Stuck In A Rut?
01-21-2020
In this video clip from JIM'S TAKE, Jim Effner explains how reps get stuck in a rut, and how they can break out of it.
Face To Face: The Importance Of In-Person Meetings With Clients
11-07-2019
In this video clip from JIM'S TAKE, Jim Effner shares why he believes regular face-to-face meetings are still important.
What To Do When Clients Don't Buy
07-26-2018
It’s important to have a system to follow up with these prospects and clients who don't buy from you, but prior to that, it’s more important to understand why they
Disability Insurance: A Critical Conversation With Clients
04-16-2018
Disability, like death, is never a fun subject to think about. But as a financial advisor, one of your missions is to help make your clients financially bulletproof, and disability
Need Prospecting Ideas? Here's The One That Built My Business
03-29-2018
While there are countless prospecting ideas to consider, there’s only one I would focus on. No, it’s not the latest social media strategy.
Beyond the Numbers: Understanding Your Client’s Story
09-13-2017
Fact finding requires gathering key financial data from your prospects. It also means taking the time to understand the story beyond the numbers.
The Mental Game of Prospecting
08-30-2017
The key to prospecting is all about generating high quality referrals – this means asking for them on a consistent basis and mastering the mental game.
Overcoming “No” – Handle Phoning Objections Like A Pro
08-16-2017
When you’re phoning for new client meetings, handling objections is an essential skill. When you master your ability to respond to objections in a confident, professional manner, phoning will become