Company retirement plan participants lose investment performance even in good stock market environments. That gap is a great prospecting strategy.  

I made many mistakes in building my individual company retirement plan participant advice practice.  One thing that I did right was to keep good prospecting activity records. I tracked the outcome of each telephone prospecting call I made.  I tracked what I said and how the prospect responded. I kept a record of the end result of every prospect appointment that I made.

I soon figured out my most glaring prospecting weakness. I had to completely change the way that I prospected for individual company retirement plan advice clients.

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