When you begin your fear is not enough prospects, but what is you have too many? It is time to take a look at your messaging and screening processes to make sure everyone you meet with is a perfect prospect.


Believe it or not, there is such a thing as too many prospects. Now, when you started, you probably had the old fog a mirror test for your clients, or as some people say, “My ideal client has a pulse!” Now, that can result in a lot of wasted time talking to people that have no intention of hiring you or worse that you really don’t even want to work with. You need to make sure you refine your message so that you’re reaching people that are truly going to want to work with you and more importantly that you are going to want to work with as well.

I beat the next drum pretty steadily around here, but I know that niches evolve and develop over time, clients that you dreamed of working within year 1 or 2, you may not be as crazy about by year 5.

If you have too many prospects, take some time and look at the clients you have, look for commonalities and different areas that really make you jazzed about particular clients. You can use that to create a rubric, so that when you’re working with prospective clients you can figure out which ones are really gonna click and which ones you might want to let pass on to another advisor.

Then take a look at your online messaging.  Make sure that the message you’re sending through all your marketing materials and social media really resonates with the people that you really want to work with.

And congratulations on having such a fantastic problem.