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Sales Focus Will Cost You Clients

Originally posted on

About 2 months ago I met with an affluent referral who was a busy medical professional and he asked me to review his situation and create a financial plan for him.  When we sat down to meet I was stunned by how many advisors he was dealing with and, as a result, what poor advice he had been receiving.

He dealt with 2 insurance advisors, 3 investment advisors and 1 banker.  Each was pitching one “idea” at a time and it created a very unfocused final product.  No one took the time to look at the big picture with a comprehensive financial plan.

He was bringing in approximately $1,000,000 a year in revenue in his professional corporation for the last several years and because of this must have become a target of “salespeople”.  And yes I use the term salespeople and you’ll see why in a second.

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