The Game of Numbers
This book is written for financial advisors. I read it because my wife (who is a financial advisor) was given it at one of her conferences. The premise of the book is that prospecting (getting face-to-face with a prospective client) is simply a game of numbers: the more you do it, the higher the probability that one will turn into a client.
I’m not a financial advisor but I have to prospect in my consulting business. The skills and techniques are transferrable and I am planning to use them immediately. The biggest takeaway for me was to not get caught in the trap of being busy and using that as an excuse to prospect. Murray likens that to a person treading water in a shark-infested area.
Grade: A+
I highly recommend this book for anyone who has a business that depends on clients.