By Tony Vidler via

One of the areas which you would think would dominate our prospecting activities is one where many professionals struggle: getting friends and associates onboard as clients.

A fantastic adviser that I knew well and who is since retired working in rural town in New Zealand managed to be one of the top producing agents for well over a decade using a simple technique that seemed to ONLY involve talking to friends and associates, so it is worth sharing.

He would simply ask the people he knew – but who were not clients of his – as he wandered around doing his business a question. Well, it was two questions really.

The first question was “Do you mind if I ask you something?” 

Invariably people respond: “of course not”.

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