Last day of our two week vacation at the New Jersey shore, as I grabbed the stack of books I was going to read at the beach and twisted…
My lower back blew out. It was from a 30-year old injury that rears its head from time to time. It has taken 3 weeks of meds and chiropractic care to get back to 80 percent.
Through the process I have been very 
motivated to continue. Motivated by PAIN.
When there is enough pain, motivation happens.
There is confusion about why prospects buy. Particularly the affluent.
Many advisors think that the prospects buy what they need. They don’t!
Or advisors think that prospects should buy what the advisor thinks they need.
Don’t make that mistake.
The affluent don’t buy what they need.
They don’t buy what you think they need.
They buy what they want.
They buy when they want.
They buy how they want.
You need to take your “me” hat off and put on the “prospect” hat and help them to “want” to buy… from you!
Best way?
Find the pain, ache, fear, concern, worry, or doubt.
The old saying says, “You can lead a horse to water, but you can’t make him drink.”
True. But you can salt the oats.