Summary

In this episode, Mike discusses the importance of maintaining a full sales pipeline, especially for professional advisors. He emphasizes the need for trust in building relationships and the effectiveness of both macro and micro strategies in client acquisition. We also highlight the significance of nurturing relationships over time and identifying key individuals who can help in the referral process.

Key Takeaways

Winter is coming; ensure your sales pipeline is full.

Trust is essential in professional relationships.

Macro strategies are small, consistent actions.

Micro strategies involve harvesting relationships periodically.

Nurturing relationships is crucial for long-term success.

Identify key individuals who will help you.

Prepare for economic downturns by having options.

Referrals take time and effort to cultivate.

Focus on people who will actually help you.

Building a strong network is vital for business growth.

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