Focus on the Full Sales Funnel
Prospecting can be a delicate game of persistence and patience. Push too hard or at the wrong times and you push them away. Striking the appropriate balance of when and how you reach out is critical to the success of their eventual conversion.
As Founder of Equanimity Wealth and CERTIFIED FINANCIAL PLANNER™, Scott Danek had long provided 401(k) services – despite his former broker-dealer’s suggestion to stop. Ultimately it played a key role in converting a longtime prospect into a client.
By asking the right questions and providing support when needed, Scott established a solid connection with this prospect. When the market took a turn at the beginning of the pandemic, the prospect came to Scott – and both parties were ready to move forward.
Read the full case study to find out more details about how Scott converted a longtime prospect into a client with consistency, assertiveness and persistence.