| January 4, 2026 | Comments Closed |
How Top Professionals Allocate Their Time
Top performers don’t work longer hours — they work in the right activities. Research and experience consistently show that high performers spend around 70% of their available time focused on the Four Money-Making Activities: The Four Money-Making Activities (The Growth Zone) 1. Winning New Business Prospecting, first meetings, qualification, proposals. 2. Developing Existing Clients Rounding…
Read More
| January 4, 2026 | Comments Closed |
100 Favourite Things & Moments of 2025
Here is my annual 100 Favourite Things & Moments of 2025 Creative Work, Ideas & Craft 1. Producing 52 weekly Top Producer Podcast episodes 2. Writing and distributing 12 monthly newsletters 3. Releasing my 5th book, Financial Services Sales Handbook 4. Recycling and repurposing old articles and ideas into new IP 5. Using a 365…
Read More
| December 11, 2025 | Comments Closed |
Building a Brilliant Career with the ABC Model
In this episode, I break down how Attitude, Behaviour, and Competence work together as a powerful system for building a thriving, continually improving career. Success doesn’t happen in leaps—it builds in layers that compound over time. Listen here
Read More
| December 1, 2025 | Comments Closed |
The Top Seven Marketing & Selling Questions
Every day, my inbox fills with questions about selling and business development. People want to know how to grow organically, strengthen their revenue base, and boost performance—without sacrificing the quality of service their clients expect. Chances are, you’ve had the same questions. And you’ve probably spent time on blogs, forums, or social media trying to…
Read More
| November 27, 2025 | Comments Closed |
The ABC Self-Assessment: A Simple Tool for Becoming a Top Producer
In this episode of The Top Producer Podcast, I introduce the ABC Test, a simple but powerful self-assessment tool drawn from my book The ABCs of Professional Selling. Top performers don’t wait for external validation from markets, managers, or clients—they self-measure. I encourage you to rate yourself from 1–10 in each category and identify the…
Read More
| November 5, 2025 | Comments Closed |
Transform Your Sales Meetings From Status Updates to Growth Engines
It’s Monday morning, and your team gathers for another “pipeline review.” Thirty minutes later, everyone leaves with the same unclear next steps and stalled opportunities. Sound familiar? Most sales meetings have become elaborate status updates disguised as strategy sessions. But here’s what separates average teams from top performers: average teams use meetings to report…
Read More
| November 4, 2025 | Comments Closed |
4 Questions Every Prospect (and Client) Is Asking
Did you know that when you meet a prospective client—or anyone who doesn’t already know you, your firm, or your business—there are four questions usually top of mind? Who are you? What do you do? What value do you bring? Who do you work with best? Let’s break those down: 1. Who are you?…
Read More
| November 4, 2025 | Comments Closed |
How to Eliminate Ready, Aim, Aim and Aim Syndrome
The failure of strategies is most often not the result of poorly conceived strategies but rather the result of poor implementation.” — Alan Weiss Every year, countless firms spend weeks perfecting their business plans and growth strategies—yet, by mid-year, little has changed. A managing director recently shared her frustration with me: “We’ve got the…
Read More
| September 1, 2025 | Comments Closed |
The Million-Dollar Myth That’s Destroying Professional Practices and Careers
Picture this: You’re a lawyer, insurance broker, or financial advisor spending only 20% of your week actually selling your services. The rest of your time – 80% – goes to administrative tasks, client work, and everything except business development. This is quite common in my experience. Now here’s the kicker—while professionals like you struggle…
Read More
| July 17, 2025 | Comments Closed |
Mid-Year Reset: The 4 Metrics That Tell Your Story
Whether you’re hitting the halfway mark of your fiscal year or kicking off a new planning cycle, now is the perfect time to step back and assess where your business really stands. It’s easy to get caught up in the daily grind—especially when you’re juggling high-volume periods and major deals. But here’s what separates top…
Read More
