Archives
New Book
My new book “Cross-Selling Financial Services: A Professionals Guide to Account Development” published by Business Expert Press, will be released in mid-November.
The 4 questions prospective clients are asking
When you meet prospective clients, or anyone else who does not personally know you and your firm, you can be sure they have four important questions on their mind: and you should be able to answer them. Who are you? What do you do? What value do you provide? With whom do you work? Who…
Why You Need More Than Just Revenue Goals
It’s July. What does that mean to you? For some, it’s the start of a new financial year; for others it’s the half-way mark. Either way, now is a good time to revisit your goals and objectives. It’s easy to get caught up in the day-to-day running of your business, particularly during the times you’re…
How to Package and Position Your Expertise
Top professionals understand that they are in the marketing and selling business, and the primary reason for their existence as financial services professionals is to market and sell products to existing clients, and acquire new ones. Failure, or the inability, to do this effectively is the number one reason many professionals and firms do not…
