The 90/8/2 Rule for Soft Selling

The 90/8/2 Rule for Soft Selling

For years, advisors have been trained to pinpoint prospects during transitional periods that have financial implications.  These include when someone is retiring, getting laid off, selling a business or other similar events. And unless you are completely asleep during these conversations, you probably don't miss many opportunities to ask for the business.

But what about the transitions that aren’t as obvious?  Having a child, getting divorced, losing a loved

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