Every advisor learns this lesson eventually, some the hard way. Recently, I relearned it myself.
For several months, I’d been holding a spot for a potential client. We went back and forth, in, out, in again…until they finally decided not to move forward.
This isn’t about the client. They’re a good person and have every right to make their own call.
This is about me.
And it’s about what it means to be a professional.
I broke my own rule.
I stopped prospecting.
When you only work with a handful of clients, as I do, every engagement matters. Each client represents about 20% of my available capacity. So when I “hold” a spot, waiting on someone else’s decision, I’m not just being patient…I’m pausing my growth.
That’s a dangerous place to live.
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