Many of us joined this business to be hunters. I'll never forget being a new advisor and having a hugely successful top producer tell me that our job was easy - just leave your cave every morning, hit somebody over the head, and drag them back. I wondered if I had joined the wrong industry.

Since then, of course, things have changed fundamentally, and thank goodness. Hunting for new investors every day doesn't work well anymore, certainly not with highly desirable affluent prospects. Now, people don't want to be beaten over the head or be sold to. They want to buy in by getting the information they need to make the right decisions about whom to work with to solve their most pressing issues.

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