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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…
Why You Should Ignore Your Competitors
Picture an iceberg. It has only about 10 percent of its total mass above the water, while the other 90 percent is beneath the surface. However, that 90 percent is what the ocean currents act on, and what creates the iceberg behaviour at its tip. Financial services selling can be viewed in a…
Three Proven Ways to Leverage Your Existing Clients for Growth
Everything that you do in your business should be about producing a result that ties back to the financial goals and objectives that you have established. A key objective should be to maintain an overflowing sales pipeline that presents you with more opportunities than time. Existing Client, are your biggest and most often…
Change Your Behavior Take it bird by bird, smile by smile.
By Marshall Goldsmith & Patricia Wheeler Anne Lamott took the title for her book on writing, Bird by Bird, from one of her father’s teachable moments. She said: “My older brother, who was 10 years old at the time, was trying to get a report written that he’d had three months to write. It was…
Six Ways To Stay on Top of Your Game
I recently had the opportunity to see one of my all-time favorite groups, The Temptations, perform in Melbourne. This group has gone through many personal changes over the past 50 years, yet has kept its amazing harmonies, outstanding choreography and stylish dress. The group’s founder, Otis Williams, is 75 years old, but his…
My 10 favorite non-fiction books 2017
My reading in 2017 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. Mortimer J. Adler, How to Read a Book Originally published in 1940, readers will learn when and how to “judge a book by its…
80/20 Rule and The Rule of Three
It’s wintertime in North America and right in the middle of the American football (Gridiron) season. Football’s a game I used to play and still love to watch. A typical national football league (NFL) team has a playbook containing hundreds of different plays, for offence and defence. Even so, most teams in the NFL adhere…
My Book Is One of The Best Content Marketing Books of 2017
My book “Financial Services Sales Handbook: A Professional Guide to Becoming a Top Producer” has been selected by the Content Market Institute as one of the best content marketing books of 2017. Article author Roger C. Parker says “Clifton Warren’s book provides a template for you to adapt your existing content marketing knowledge to establish…
How to Eliminate Ready, Aim, Aim and Aim Syndrome
“I’ve discovered that the failure of strategies is most often not the result of poorly conceived strategies but rather the result of poor implementation.” Alan Weiss I recently received a phone call from the director of a mid-size financial services firm who was frustrated with the low growth performance of her business. “Every year we…
Niche Marketing: 7 Ways to Expand Your Marketplace and Drive Growth
Is yours one of the many financial services businesses that try to be all things to all people? Or are you perhaps looking for a better way to invest your time, resources and marketing dollars? Niche, or specialist, marketing offers a better approach for financial service businesses looking for proven ways to attract new clients…
