Stump The Guru Podcast

Have you ever had a prospect suddenly go silent on you? 

It’s frustrating, but what if the best way to re-engage them isn’t through more sales tactics? 

"Falling on your sword" means taking responsibil…

It’s natural to want to educate your prospects, but could you be overdoing it?
 
Providing too much information can leave them feeling overwhelmed and unsure about the next step.

The goal isn’t to teach…

Sales scripts are often promoted as the key to success. 

But let’s be honest—scripts can sound robotic and insincere. 

If you’re relying too much on a script, you might be missing out on connecting wit…

A sales roadmap is often presented as a step-by-step guide to closing deals. 

But here’s the thing: If your roadmap is focused only on the destination—making the sale—you might be missing something cr…

Objections are a common part of the sales process, but here’s a thought: What if trying to “overcome” them is actually working against you? 

When we push against objections, we’re not connecting with …

We often assume that more information is what our prospects need. But what if that’s not the case?  

In reality, giving too much information too soon can overwhelm them and drive them away. What they …

When you're challenged by a prospect, your first instinct might be to defend yourself. But what if that’s not the best response?  

Defending yourself can create a barrier between you and the prospect,…

As a highly competent advisor with years of experience, it’s easy to assume that your accrued expertise is all you need to successfully acquire new clients at a steady pace.

You have a respectable boo…

For a long time, referrals were the “I’ve made it, I’m good at what I do, I don’t need to market myself,” safe zone for many advisors.

As referrals started coming in, there was a sense of relief that …

Our instinct to gaining a new paying client during the sales conversation, subconsciously directs our thinking to keeping the sales conversation constantly moving forward -- so we don’t lose momentum…

Being an expert often comes with what I call “the curse of mastery” – when someone tells you about their problem, you immediately begin trying to solve it – because you can.

The curse of mastery also …

How many times have you had an initial consultation with a new qualified prospect, where no matter how well you explained your process, they just wouldn’t take the next step with you?

For most advisor…

A funny thing happens when you have an initial conversation with a potential client. 

When they start sharing their challenges with you, you probably can’t help yourself but to do what I call “free co…

As an advisor, the last thing you want is to be labelled as a stereotypical “sales person”.

But when your prospects don’t give you enough information in your initial conversation, you begin educating …

Your prospect won’t allow you into their world unless they perceive you as being selfless in your intentions.

But unless your advisory practice is a non-profit entity, being selfless in your intention…

Many advisors have been conditioned to believe that their prospects must like them first before they’re willing to become a paying client.

If you eavesdropped inside a typical initial conversation

betw…

When there is an abundant supply of advisors in your local market, it becomes harder for you to differentiate yourself. As a result, it’s easy to let your guard down and adjust your fees downward (or…

The life blood of your practice depends on you bringing in new paying clients, consistently. So, why is it that so many of your new client opportunities end up disappearing on you?

You’ve done everyth…