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How To Handle An Initial Inquiry From A Prospect

How To Handle An Initial Inquiry From A Prospect

Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

Unless the initial inquiries from prospects are handled correctly, you will not have the opportunity to turn them into clients.

But few advisors give any thought to their initial-inquiry strategy. As a consequence, they lose opportunities to gather more AUM.

Here’s a jaw-dropping case of how two attorneys failed when I made an initial inquiry, followed by my recommendations for how advisors should handle similar situations.

My recent experience

I learn a lot from my own anecdotal experiences. Whenever I am in a sales situation, I am keenly aware of how it is being handled. I am frequently shocked at...


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