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Ideas and tips for advisors on marketing, prospecting, sales, fees -- the things that ensure you'll have a practice to manage now and in the future.

Expert Opinion

Keep prospects engaged with these 8 questions

When agents ask more questions, they may talk less — and listen more.

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Question marks (Image: Thinkstock) Don’t fall into the trap of wanting to get your message across; the urge to tell your story kills sales. (Image: Thinkstock)

When asked why salespeople don’t close more sales, a company president answered instantly, “They don’t ask enough questions.” He went on to add, “They’re so focused on getting prospects to buy they don’t engage them. That takes asking lots of questions.”

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