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Is Your Marketing Turning Your Business Into a Commodity?

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There is no such thing as a commodity. All goods and services are differentiable. —Theodore Levitt I buy my shoes from a family owned specialty men’s shoe store that has been operating in Melbourne for over 60 years. An employee with 16 years of service tells me the business has over 30,000 customers who, on…

Why a 100% Retention is Bad for Your Business

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Every year my neighbour prunes the rose trees in her garden. Every cut results in new growth that will eventually bear flowers. She knows that pruning is a must-do chore that keeps her roses healthy.   In a similar way, professionals should regularly prune their client base. It’s a ‘must-do’ for you, to promote growth and…

Experienced Professionals Never Stop Learning

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Top professionals know that learning is a lifelong pursuit. Education, training and development will bring greater benefits for your clients, your industry and your own career.   Experienced Professionals Never Stop Learning   The Banking Royal Commission has highlighted one key thing: the need for continual education and training for experienced professionals. Regardless of how…

Accountability Equals Growth

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Do you want to unlock the secret to producing superior growth? The key is simply to make sure that everyone is involved in the right activities, at the right time. If you want to get everyone on board, and build a high-performance team, you must create a strong culture of accountability.   One of the…

Top 9 Productivity Tips to Beat Procrastination and Drive Growth

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I regularly meet financial services professionals who say they never have time to market themselves or their business. They seem to have a lot of time, however, for unproductive activities, such as such as surfing the web, browsing social media, constantly checking emails and organising their offices.   For many, these are procrastination tactics. They…

The Right Way To Respond When Someone Asks ‘What Do You Do?’

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    If you’re like a lot of financial services professionals, you probably struggle at times when someone asks you the question ‘What do you do?’   Too many professionals are caught off guard by this simple question. They often end up talking about themselves and the position they hold, and fail to gain the…

9 Pieces Of Marketing Material Every Professional Should Have

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The purpose of having marketing materials is to package your expertise, to help sell to a prospective client, and to sell yourself.   A growing problem for many financial services professionals is the poor standard of their written marketing materials (including brochures and websites). This makes it difficult for them to differentiate their services and…

The Quick and Easy Way to Boost Your New Business Performance

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  If you’re like a lot of professionals I see, then you are probably looking for some quick and easy ways to boost your new business performance.   If you’ve never tried this before, then it might seem difficult, if not impossible. And if your time and resources are already limited, then you know only…

3 Secrets of Effective Content Marketing

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  The Content Marketing Institute has just released a new research report “Content Marketing in Australia 2018: Benchmarks, Budgets and, Trends.” The article entitled: “Beyond the Build What Content Market Australia Must Do Next” provides three important lessons for financial services professionals: 1. Focus on the needs of your audiences. Instead of promoting your products…

Are You Sitting on A Potential LinkedIn Gold Mine?

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I recently conducted a workshop on how to use LinkedIn as powerful prospecting and lead generation tool. Several of the participants were surprised to learn that they could be sitting on a potential gold mine of potential leads and referrals. Their lack of understanding, or even fear, was preventing them from fully tapping this rich…

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