Archives
Latest Book: Financial Services Sales Handbook
Click here to download a sample chapter This updated edition explores the evolving landscape of financial services sales—highlighting the rise of digital communication, the impact of virtual networking, and the growing importance of a client-centric approach in today’s competitive market. Whether you’re a seasoned professional or just starting out, this handbook provides actionable…
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 keeping…
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.
Are You Really Ready for Selling?
“The purpose of a business is to create a customer.” Peter Drucker Many financial service professionals mistakenly believe they are paid for what they know. This is a big mistake. The reality is, you are paid for persuading people to buy from you. You may understand the technical details of your product. You may know…
Securing the First Appointment
In this episode, I share essential strategies for securing introductory appointments with prospects. Mastering this low-percentage, high-payoff activity can help you build a robust pipeline and drive consistent business growth. Listen here.
The Four Best Sources of Business Growth
In this episode of the Top Producer Podcast, I highlight four key sources for business growth that top professionals utilize consistently. Listen here
It Is Easer To Be Rejected Than to Fail: Why Marketing Through Rejection Builds Your Business
In this episode, I share the concept of low percentage/high payoff and explain that to be successful, you must consistently market your business. Marketing tasks expose you to rejection, but they are the very activities that build your business and drive growth. Listen here.
