Luggage to the room prospecting concept
If you checked in to a hotel with no bellhop and had 6 pieces of luggage in the car.
You were given a room on the 6th floor overlooking the ocean.
Would you take each piece individually up the elevator all the way down the hallway to the room?
or Would you move all the pieces to the lobby, then all on the elevator and then all to the 6th floor, etc and eventually all to the room.
What I'm getting at is ; if the $500,000 prospect is our goal; should we try and take him the full distance and get all of his assets up front, or just try and get 60 prospects to agree to a small goal, like getting a brochure, then agree to a meeting, then agree to a small purchase, a monthly drip letter (probably),and then do a full review etc, and gradually you would open up quite a few of these?
I'd use the little luggage cart that EVERY hotel I've ever been in has sitting in the lobby.
I think the answer to your question is going to be - it depends. Sometimes you're going to get the client to move everything immediately - I think this should be the goal with everyone. However, with some clients they don't want to give you all their money until they know you and trust you more. Your goal should still be to get all their money up front, but you'll probably have to drip on them for a while to get it all.
It would be great to wait only for the 500k client. Problem is how the hell are you going to earn a paycheck as you wait. If you can then do it, most can't.
Many wealthy people are very careful about jumping in with both feet. If you do a great job, the "other guy" will eventually f'up, or you will do well enough such that they will move the rest to you eventually. Would you rather be gathering additional assets from your wealthy, existing clients, or trying to find more new clients every month?