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Keep your prefrontal cortex well exercised by getting away from the noise. Consider lunch alone or dinner with one or two prospects away from the distractions of the day. Slowing down will give your reflexive brain a rest in order to think and plan clearly.
Author Robert B. Cialdini lists six tendencies in human behavior that elicit positive responses from people. Learn how a veteran advisor examines them in relation to his prospecting program.
Being aware of clients' unconscious attitudes and behaviors toward money can give you an edge in retaining their business.
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