How to Steal Your Competitor’s Top Account

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Fly fishing is a favourite pastime of mine, whenever I get the chance. I once learned from a fishing guide that fly fishing techniques are similar to sales prospecting: you look for clues on the water indicating where fish may be feeding, instead of just casting blindly and hoping for the best. I learned that…

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No End In Sight For Soft Market Conditions

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It has been predicted that the soft market currently curbing industry profit is settling in for the long haul, with nose-diving premiums putting pressure on insurers to perform more than ever. Marsh has released its 2015 Insurance Market Mid-Year Update predicting current drivers of the soft market to continue despite insurers anticipating a break in slow pace….

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When Your Supplier Becomes Your Competitor: How to Outthink and Outsell Them

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A client recently asked, “How do I compete against a supplier who has become a competitor?” This is a continuing problem many professionals are facing today. This is not new; however, with industry consolidation it is becoming more common as product manufacturers seek new growth opportunities. First, it’s important to understand that the major reason…

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Are You a Hunter or Trapper?

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There are basically two ways to build a successful financial services business: the hard way as a hunter or the easy way as a trapper. What’s the difference? Hunters are product centered; they concentrate on anything that moves. In the process, they invest a lot of time and energy but get little return on their…

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How to Attract High Quality Prospects

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Have your previous marketing efforts have been filled with good intentions, but are delivering little tangible results? Finding, attracting and acquiring new business is still one of the toughest challenges for any financial services professional. Even experienced professionals who’ve grown their business organically (via referrals, word of mouth and personal contacts) are finding new business…

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This Is the Marketing Business

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How much time do you spend each day on marketing? After you’ve selected your marketing strategy and approaches and determined your inbound to outbound ratio, the next important step is determining the amount of marketing that will be required to achieve your business goals. Your marketing efforts (inbound vs. outbound) will vary according to the…

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Ideal Inbound vs. Outbound Marketing: How to Find Your Ideal Mix

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A common question that I’m often asked is, what type of marketing activities should I be doing each day? You have two choices There are really only two types of marketing activities: outbound and inbound marketing. There is no 100% right or wrong answer; it depends on your comfort zone and capabilities. Outbound marketing is…

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It’s All in the Numbers

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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. A…

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How Well Organised is Your Marketing Information?

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Organising your information is as important as the time you spend gaining an understanding of your market. Your market intelligence information is an important part of your firm’s equity. A first-rate marketing information system organises your marketing and sales knowledge and becomes the central processing unit for all of your marketing activities. It helps you…

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Are You Maximising Your Retention Rate?

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I regularly see firms with strong client retention rates, sometimes as high as 95 percent, yet they are still struggling to grow each year. Client retention is a key factor to the long-term success of your business. The more clients you retain, the stronger your business becomes. However, the real secret of top-performing firms is…

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