Archives
7 Tips for Getting More Meetings with Prospective Clients
Building a successful financial service business is not complicated, but then again, I won’t pretend that it’s easy. If it were, there would be a lot more top producing professionals. In the 20 years I’ve been advising, coaching and training professionals I have identified the biggest challenge for many professionals: getting meetings with qualified…
Why Aren’t You Doing More Business With Your Existing Clients?
“It never ceases to amaze me that companies spend millions to attract new customers (people they don’t know) and spend next to nothing to keep the ones they’ve got! Seems to me the budgets should be reversed!” – Tom Peters My clients often ask me whether there’s a quick and effective way to achieve…
Perpetuation: Taking A Long View of Your Business
The Talladega Insurance Agency in Talladega Alabama was founded in 1858. It is the third oldest insurance agency in the United States and probably one of the oldest in the world. There are few financial services firms anywhere that can claim to have operated prior to the American Civil War. That’s what I call a…
Eat a Live Frog and Thrive
There’s more than one way to eat a frog. Learn how to do the hard things first and your business will thrive. Eat a live frog first thing in the morning and nothing worse will happen to you the rest of the day. Mark Twain Several mornings each week I wake up at…
7 Growth Strategies
Ever wondered why so many financial services businesses struggle to produce superior results? I’ve worked with hundreds of professionals around the world, and here’s what I’ve noticed: Those who consistently produce top results employ these 7 Strategies For Success: A clear market focus. If you want to build your business and drive growth,…
Forget Playing the Numbers Game
Baseball is one of my favourite sports. Did you know that for a ball player to have an average season, they need a batting average between .250–.300? This means that they only need to get a hit three out of every 10 times at bat. Anything greater than this is considered a good season….
Perpetuation: Taking A Long View of Your Business
The Talladega Insurance Agency in Talladega Alabama was founded in 1858. It is the third oldest insurance agency in the United States and probably one of the oldest in the world. There are few financial services firms anywhere that can claim to have operated prior to the American Civil War. That’s what I call…
The Answers to Your Top Seven Marketing and Selling Questions
Every day my inbox is flooded with questions about selling. People want to know how to grow organically. They’re trying to figure out how to boost their sales performance without giving up quality service. Chances are, you probably have the same types of questions. And you’ve probably even spent time on blogs, forums and…
Five Tips for Improving Your Prospecting Activity
For a while now, you’ve been trying to get your producers (salespeople) to see more prospects. You see other businesses doing it. They seem to make it look so easy. But for some reason, success keeps eluding you. Every time you get close to building a strong sales pipeline, something happens and…
Want to drive growth? Focus daily on these four activities
Time management is a challenge at times for all professionals, with demands from existing clients it’s very easy (tempting) to get caught in the service trap and spend less time on selling. Of course, this often results in poor sales pipeline activity and ultimately declining revenue. Top professionals guard the time by structuring…
