Archives
Transform Your Sales Meetings From Status Updates to Growth Engines
It’s Monday morning, and your team gathers for another “pipeline review.” Thirty minutes later, everyone leaves with the same unclear next steps and stalled opportunities. Sound familiar? Most sales meetings have become elaborate status updates disguised as strategy sessions. But here’s what separates average teams from top performers: average teams use meetings to report…
4 Questions Every Prospect (and Client) Is Asking
Did you know that when you meet a prospective client—or anyone who doesn’t already know you, your firm, or your business—there are four questions usually top of mind? Who are you? What do you do? What value do you bring? Who do you work with best? Let’s break those down: 1. Who are you?…
How to Eliminate Ready, Aim, Aim and Aim Syndrome
The failure of strategies is most often not the result of poorly conceived strategies but rather the result of poor implementation.” — Alan Weiss Every year, countless firms spend weeks perfecting their business plans and growth strategies—yet, by mid-year, little has changed. A managing director recently shared her frustration with me: “We’ve got the…
The Million-Dollar Myth That’s Destroying Professional Practices and Careers
Picture this: You’re a lawyer, insurance broker, or financial advisor spending only 20% of your week actually selling your services. The rest of your time – 80% – goes to administrative tasks, client work, and everything except business development. This is quite common in my experience. Now here’s the kicker—while professionals like you struggle…
Mid-Year Reset: The 4 Metrics That Tell Your Story
Whether you’re hitting the halfway mark of your fiscal year or kicking off a new planning cycle, now is the perfect time to step back and assess where your business really stands. It’s easy to get caught up in the daily grind—especially when you’re juggling high-volume periods and major deals. But here’s what separates top…
Retention Isn’t Enough—Loyalty Is the Real Game-Changer
Client retention is a key driver of long-term business success. The more clients you retain, the stronger and more stable your business becomes. I regularly work with firms that boast impressive client retention rates sometimes as high as 95 percent—yet they still struggle to grow year over year. Why? Because retention is more than just...
100 Things That Made My Year 2024
Family & Relationships Father’s Day dinner with my daughter Nicole Catching up on Friday afternoons with my son Kallen Ting’s (Cheryl’s daughter) 21st birthday celebration Visiting Cheryl’s mother by train on Sundays Discovering new relatives on Ancestry FaceTiming with my niece Lisa Talking sports with my brother Felton Celebrating Christmas Eve with Nicole Cheryl and…
The Power of a Narrow and Deep Approach: Building a Marketing System for Success
Are you struggling to turn your marketing efforts into measurable results? Becoming a top producer requires a marketing strategy that is both focused and comprehensive. By narrowing your focus to a few specific markets and working them deeply, you can dramatically increase your confidence and ability to secure appointments and referrals within those markets….
Disturbing Questions: How to Steal a Competitors Market Share
To become a top professional, you must master the art of selling. Surprisingly, average professionals often neglect refining their sales techniques. A study by Reagan Consulting reveals that top professionals outperform the industry average by six times. What sets them apart? There are two things top performers do differently First, they don’t focus on closing…
Closing the Initial Meeting
In this episode, I discusses strategies for effectively closing an initial meeting with a prospect to secure a second appointment and tips avoid three common pitfalls. Listen here.
