Welcome to this practice power e-learning series on how to really deal, develop and market to your warm market. Let’s face it, whether you’re a rookie advisor or a thirty year veteran, we have a quandary a lot of the time. We have a lot of people we know – friends, families, colleagues, social organizations – and in my nearly twenty years of coaching financial advisors, in my individual coaching work, this topic comes up very often. A lot of advisors don’t know the protocol or the right way to go ahead and work with people that they know. It’s not one of those places where you’d want to put the “hard sell” on, because we could get rejected, or develop a certain image and we don’t want that.