Many advisors struggle with prospecting, especially if they are afflicted with any of 16 different types of reluctance to make sales calls. After all, sometimes the challenge is not closing with the prospect, it is getting in front of the prospect in the first place. In this session, Kadansky shares how advisors, who will take a quiz to determine their own level of reluctance, can develop the emotional skill of consistent prospecting and overcome referral aversion, intimidation with high-net-worth clients or any other hesitations that hamper the prospecting process. By understanding and dispatching fear that comes into play in this setting, you will engage the strategic part of your brain and discover solutions to uncovering client needs and increasing your prospecting activity.

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