Archives
Critical Success Factors: Things That Determine Your Success
“Shoot for the moon. Even if you miss, you’ll land among the stars” – Norman Vincent Peal Every industry has its performance areas where things must be done correctly if the business is to flourish. They are sometimes referred to as Critical Success Factors (CSF), and business owners must give them continual attention, if…
Creating the Pathway: Where Are You Today?
Most professionals understand and appreciate the importance of planning. Unfortunately, however, for many planning consists of little more than reviewing their results from the previous year, and projecting forward for the next 12 months. Top-performing firms and professionals do more. They constantly adapt their services, promotion, selling, and practices, to meet the needs of their…
MY 10 FAVORITE BOOKS OF 2016
What a year! 2016 will go down as one of the busiest, most memorable, and, in many ways, one of the most bizarre. My reading has helped me make (a little) sense of the world this year. Here are my 10 favorite non-fiction books, in alphabetical order by author. Angela Duckworth Grit: The Power of…
Attract High Quality Prospects: a simple 5-step process
How are your marketing efforts working for you? Filled with good intentions, but delivering few tangible results? I speak to financial services leaders and professionals every day. I know that attracting, and acquiring, new business is one of the toughest challenges they face. Even experienced professionals, who have grown their business organically, via referrals, word…
Don’t Underestimate The Power of Your Personal Contacts and Network
There are two ways to build a successful financial services business, the hard way and the easy way. Too often I see professionals go around the corner to get next door by purchasing a cold list of names” and relying on marketing tactics, such as telephone cold calling and direct mail. A contact list of…
Seven Market-Based Tactics to Achieve Superior Growth
Top professionals select a handful of marketing tactics and learn how to do these well. This allows them to maximise their marketing time to achieve the greatest return on their time invested. Top firms and professionals are constantly expanding their comfort zone to generate multiple sources and ways of getting business. Here are seven market-based…
Book Review
A Must-Read for Success-Oriented Financial Services Professionals By Roger C. Parker Clifton Warren’s Financial Services Sales Handbook: A Professionals Guide to Becoming a Top Professional, is the new “go to” guide for financial services professionals, both newcomers to the field as well as experienced professionals looking to improve their game. It is, indeed, a “handbook,”…
What’s Your Growth Story?
In my experience, I’ve found that most plans fail due to poor implementation rather than poor development. A major cause is a lack of understanding of the current state of play; this results in developing plans that are simply based on the previous results and producing the wrong plan at the wrong time and place….
New Resource for Professionals
I am pleased to announce the publicationof my new book Financial Services Sales Handbook: A Professionals Guide to Becoming a Top Producer. The book is now available for purchase Acquiring, retaining, and developing clients are the major steps for any successful business; failure to accomplish these steps is the…
