Since moving from Wisconsin to southern Florida, I have had the privilege of watching many rockets launch from my patio. As I searched the sky at 4:30 … [Read more...] about Quarterback or Navigator: Best Analogy for Financial Advisors?
Premature Proposals Promote Passive Prospects
While the title is a tongue twister…it’s also so true! Premature anything in our selling efforts is a BAD practice. Unfortunately, passive prospects … [Read more...] about Premature Proposals Promote Passive Prospects
Outcomes Matter: Cut the Sequels, Prequels, and Plot Twists To Focus on Decisions
Think about the last time that you read a non-business book or watched a new release movie. You probably made the decision to read or watch based on a … [Read more...] about Outcomes Matter: Cut the Sequels, Prequels, and Plot Twists To Focus on Decisions
Don’t Let Bernie Madoff Keep YOU from Helping More Clients
Let’s talk about trust. Trust is an intangible, and crucially important, aspect of any buying and selling relationship. Why is it so important? … [Read more...] about Don’t Let Bernie Madoff Keep YOU from Helping More Clients
How to Feel Better about Prospect Follow-Up
What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? What about those who haven’t followed … [Read more...] about How to Feel Better about Prospect Follow-Up
Easy Listening…Succeed Without Being Salesy
Creating content…friend or foe? For anyone focused on spreading a message, educating potential prospects, and wanting to build their brand, content is … [Read more...] about Easy Listening…Succeed Without Being Salesy