| September 28, 2018 | Comments Closed |
Top 9 Productivity Tips to Beat Procrastination and Drive Growth
I regularly meet financial services professionals who say they never have time to market themselves or their business. They seem to have a lot of time, however, for unproductive activities, such as such as surfing the web, browsing social media, constantly checking emails and organising their offices. For many, these are procrastination tactics. They…
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| September 6, 2018 | Comments Closed |
The Right Way To Respond When Someone Asks ‘What Do You Do?’
If you’re like a lot of financial services professionals, you probably struggle at times when someone asks you the question ‘What do you do?’ Too many professionals are caught off guard by this simple question. They often end up talking about themselves and the position they hold, and fail to gain the…
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| July 30, 2018 | Comments Closed |
9 Pieces Of Marketing Material Every Professional Should Have
The purpose of having marketing materials is to package your expertise, to help sell to a prospective client, and to sell yourself. A growing problem for many financial services professionals is the poor standard of their written marketing materials (including brochures and websites). This makes it difficult for them to differentiate their services and…
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| June 27, 2018 | Comments Closed |
The Quick and Easy Way to Boost Your New Business Performance
If you’re like a lot of professionals I see, then you are probably looking for some quick and easy ways to boost your new business performance. If you’ve never tried this before, then it might seem difficult, if not impossible. And if your time and resources are already limited, then you know only…
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| April 28, 2018 | Comments Closed |
The Answers to Your Top Seven Marketing and Selling Questions
Every day my inbox is flooded with questions about selling. People want to know how to grow organically. They’re trying to figure out how to boost their sales performance without giving up quality service. Chances are, you probably have the same types of questions. And you’ve probably even spent time on blogs, forums and…
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| March 31, 2018 | Comments Closed |
Five Tips for Improving Your Prospecting Activity
For a while now, you’ve been trying to get your producers (salespeople) to see more prospects. You see other businesses doing it. They seem to make it look so easy. But for some reason, success keeps eluding you. Every time you get close to building a strong sales pipeline, something happens and…
Read MoreWant 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…
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| March 1, 2018 | 0 |
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…
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| February 21, 2018 | Comments Closed |
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…
Read MoreChange 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…
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