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thanks for taking the time to talk about your research dan what are the biggest differences in prospecting since you got into the business well as you know teen I've been in the business for just about 30 years now so when I started back in the late 80s competition wasn't nearly as fierce the public didn't have nearly the knowledge that they do today and really no one had access to the information through technology that they do today so when it comes to prospecting itself back then cold calls door-knocking referrals absolutely but it cold approaches were fine but since that time what we found is that the best advisors the world-class advisors really use technology to the best of their ability and to build big businesses if you dialed 50 numbers today how many people would pick up with the world-class advisors they've got great focus and what they're focused on is not necessarily the prospect but their clients and what they really focus on is their best client and then they copied them they copied them by getting referrals from them they copy them by getting introductions from them so what they're really doing is creating an ideal client profile and that's who they cross back to what about getting introductions through the workplace all of your clients that work they work with other people a lot of those other people are going to be just like them your ideal client or through their families how can advisors use social media to prospect great question because I know a lot of advisors are trying to use social media but the reality is most advisors are on social media but not really utilizing it and any any shape any fashion that really helps them grow their businesses so when we look at social media it's like virtually anything else a financial advisor needs to have which is a process so if we look at say LinkedIn for instance what we want to do is not just connect with individuals but let them know that we're connecting with them what is LinkedIn's mandate social media right connect professionals with other professionals that's what it's there for today you need to warm up a prospect they need to feel that they know you and you need to put enough effort in but very systematic process driven effort so that you can actually warm them up let them know who you are let them know what you do and at the end of it set an appointment to get together to show them what they do what do top advisers do that average advisers don't do top advisers really world-class advisors all have one thing in common process targeted introductions different from referrals because we're never going to ask for referrals on the other hand absolutely every opportunity we're going to ask either have someone introduce us or for us to introduce ourselves you imagine that if I met with every single client and I've already got that introduction in mind how many introductions to the right people I would get like there's no ad-hoc there's no guesswork they know what they're going to do at a and by the time they're as dead everything's gone ing right from the structure of their business how they operate technically how they run it and manage their business to how they prospect for clients it's all process driven there's no guesswork they start each process they work through it they finish the process and that is really what makes them a world-class advisor thank you so much for speaking with me today Dan I look forward to reading your next book you