Archives
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.
What Professionals Can Learn About Marketing From Politicians
Running a successfully congressional campaign cost on average $2 million for every two-year term. Interestingly, members of congress aren’t born salespeople, nor do they consider themselves professional salespeople. However, they’ve had to learn how to market and raise funds to keep their job. To stay in office, the average member of Congress needs to raise…
Mastering the Art of Client Relationships
Robert Middleton recently interviewed me for his visionary leadership series. In this insightful interview, we discussed practical strategies for building strong client relationships and growing a sustainable business. The conversation covers essential topics such as: segmenting clients, developing a continuation process, and effectively asking for referrals providing real value to clients. Navigating the challenges of…
Showing Up Everyday
In this podcast episode, I emphasize the importance of consistency in business development by dedicating at least 30 minutes daily to this critical task, preferably first thing in the morning. Making business development a priority ensures a steady flow of high-quality leads, allowing you to enjoy the rest of your day with a sense of…
Targeting Success: Leveraging Key Client Relationships for Maximum Growth
In the latest episode of the Top Producer Podcast, I dive into the importance of identifying and leveraging three critical types of targets to drive business growth: targets of opportunity, targets of attention, and targets of influence. These targets represent strategic opportunities within your client base, prospective clients, and influential contacts that can help open…
Sales Velocity: Your Key Metric for Sustainable Business Growth
Is your business truly growing, or are you just riding the wave of a favorable market? In today’s competitive market, understanding your business’s growth potential is crucial. Sales Velocity, a term coined by Reagan Consulting, stands out as a key metric to ensure you’re not just relying on favorable market conditions but are building sustainable…
9 Ways to Encourage Your Clients to Send Business Your Way
Referrals are the most efficient and effective form of marketing you can do. Yet, many professionals struggle with how to ask without feeling pushy. In this episode, I’ll break down actionable strategies to seamlessly integrate referral requests into your client interactions, ensuring your new business pipeline stays overflowing with qualified leads. Listen here.
