Overcoming objections is a three-step process that must be learned and practiced. Successfully overcoming objections is a critical part of the sales process. If you fail to address a person’s concern, he or she will not trust you. If you succeed in allaying the person’s fears, you are one step closer to gaining trust.

The journey to acquire a new client begins with getting an appointment. Getting appointments consistently is a skill that you need to acquire immediately and ply continually. If you can’t get an appointment, nothing else matters.

Whichever method of prospecting you choose, give it a chance. Don’t bounce around. Get so good at the method you choose that getting referrals become as natural as brushing your teeth in the morning. Position yourself to be referable.

Reward your most important clients.
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Do you have a board of advisors? Why not?
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Getting referrals means first becoming part of your client's inner circle.
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Your clientele should fit in your living room. But to be able to do that you have to prospect where the money is. Go find it.
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Don't think about yourself first. Think about the people you can help. Then ask.
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