Every failed meeting with a prospective new client starts with the advisor hearing the prospect describe his or her needs, yet somehow the advisor's response was inadequate to the occasion.

What is that intangible quality keeping even an articulate and knowledgeable advisor from connecting with a potential client?

For an answer to one of the most common and frustrating advisor challenges, AdvisorOne turned to the veteran financial services marketer Jay Nagdeman, president of Suasion Resources and author of "The Professional's Guide to Financial Services Marketing."

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