I remember the first time a prospect said “No”. 

I fought valiantly with my words.  Tried to win them over with fact and figures.  

Problem was…

I did most the gabbing.  

You’d thought I loved the sound of my own voice. Probably did.  

Wonder Wife tells me I have a very soothing voice.  It must be true cause I can’t count the number of times I put her to sleep during a late night chat 😉  

Anywho hee ha…

Back to my brutal defeat.  

I picked myself up, scratched my head wondering what I did wrong.  After a few more knock-downs it started sinking in.  I wasn’t engaging the prospect.  I didn’t ask enough questions.  I was unfamiliar with a “battle-tested” approach that works like a lucky charm.

What’s that approach? 

Consultative selling my friend.  Consultative or “Question-Based” selling.  

If you’d like to boost your closing rate… and engagement of affluent prospects… then this approach is right up your alley. 

This is something we cover and work on together in Marketer’s Club.

If you’re tough enough… join me in Marketer’s Club Advanced Coaching Membership.  Let’s engage your prospects and help them reach their investment goals together.   

Head here to join:


Josh Ford

I’m a firm believer of “Modeling”.

No, I don’t mean the modeling done for Sports Illustrated covers… (Or that I did a few times back when I was a young fit buck).

I’m talking about scanning for successful business and marketing examples to borrow from.

While working at RWA, we were always on the lookout for processes and systems we could model to improve.

Take a doctor’s office for example…

There were several client and practice management systems and processes we borrowed.   Systems and processes you may want to consider modeling yourself.

Does it take more work and discipline to find and adopt new business systems?

Sure, at first.  But after they’re in place and you’re used to operating by them… business is better and life is easier.  Plus, the more systemized your business becomes… the more you can automate and scale.

That’s why I’ve made strategic marketing automation and systems design part of my skill-set.  I know this sounds somewhat like professional title lingo whatnot…

Just means I’m pretty savvy and work hard at making businesses run and grow better.

If you’re interested in “tapping-into” me ole’ brain.  You can book a Pro Bono Marketing Consult with me… where I can learn more about you and your business.

Take a quick survey to claim your $200 consult.

Josh Ford

Jesus was the man.

His teachings reach far beyond “religion” and “church stuff”.

I know mentioning Jesus isn’t “politically correct” and not
trying to get all “spiritual” on you, but…

I’ve actually had pretty interesting conversations with atheists who at least acknowledge that what Jesus taught and represented was good, positive and, in many respects, worth modeling for us human folk.

Maybe they wouldn’t agree with the eating of his flesh and singing hymns and all that.  

But… to be helpful, considerate and respectful to others…  Yeah, those are things I think we can all get onboard with.

You’ve probably heard of “The Golden Rule”.

This was Jesus’ teaching to: “Do unto others what you’d have them do unto you.”  Basically, treat people how you like to be treated.

I don’t know anyone who’d argue with this philosophy.  Other than maybe some crazy sociopath who feasts on the blood of wild animals and sleeps hanging upside down.

I know this doesn’t apply to you, but there are some advisors out there who willingly violate their fiduciary duty for the sake of pocketing a few extra bucks.

As you can image this doesn’t make me all warm and fuzzy.  Actually, it kinda ticks me off.  No, I have to be honest… it REALLY ticks me off!

I’m not saying this from some “holier than thou” standpoint.  No.  I’ve just had similar things happen to me or someone I care about. 

This is a major violation of The Golden Rule.

Why not take a long-term mutually beneficial approach instead?

An approach that lets you build a strong base of satisfied loyal clients who provide you with a predictable sustainable foundation. 

An approach that lets you sleep soundly at night because you know you’re doing your level best to do right by your clients.  Clients who are entrusting you with managing their hard-earn assets.

Again, I know this doesn’t apply to you, but there may be an advisor or two reading this who needs a little “guilt trip” to get them to change their wicked ways.  To abstain from there nightly routine of slithering off into the forest in the dark of the night in search of their next victim. 

Heck, I know none of us is perfect… and Lord knows I’m not perfect either.

It’s easy to slip into the “dead zone” of compromise once in awhile.  The world presents temptations and obstacles all around us.

So, let’s give our best effort to do right by our clients.

I know that’s my plan with my new pilot coaching program Marketer’s Club.

The launch date is quickly approaching.   Snag your spot on the waiting list here:


Josh Ford