How One Rebel Question Landed Tom a $47M Prospect — Last Week

Most advisors say they want to go upmarket.

But they keep prospecting the same way they always have.

Tom didn’t.

Here’s what changed:

🔹 Instead of fearing he’d sound salesy…

He asked:

“What would I think of myself 10 years from now if I never told affluent people how I could help them — and their friends?”

🔹 Instead of worrying, “I might regret asking,”

He reframed it:

“I’ll regret it if I never speak up.”

He shifted from tactics to identity:

“I don’t work out because it’s a goal — I work out because I see myself as a healthy person.

I need to see myself as someone who asks for introductions. That’s what builds healthy prospecting habits.”

This mindset shift gave him something most advisors never access:

Psychological air to go upmarket — without feeling pushy, salesy, or like 'that guy' at the club.

Result?

Two new prospects in one week. Combined net worth: $80M+.

New identity. New habit. Asking machine.

I’ve coached high-performing advisors like Tom for 15+ years.