November 1, 2021 Comments Closed

How to Create a Proprietary Marketing Network

Posted by:CLIFTON WARREN

If you’re struggling to produce solid organic growth every year, consider creating your own proprietary marketing network. Financial services marketing falls into three categories: One-dimensional traditional marketing. The focus is on short-term tactics for client acquisition Two-dimensional relationship marketing. The focus is on client retention, achieved by building long-term relationships Three-dimensional proprietary marketing. The focus…

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October 1, 2021 Comments Closed

11 Ways to Leverage Prospects That Don’t Buy

Posted by:CLIFTON WARREN

A sales leader had the following conversation with a professional: Leader – I recommended you try referral marketing to boost your productivity. Professional – Referral marketing is not a reliable enough system. Leader – Why not? Professional – Because if you have a slump for a while and don’t make any sales, you run out…

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August 31, 2021 Comments Closed

How to Build an Effective Referral Network

Posted by:CLIFTON WARREN

Did you know that networking is one of the most talked about but seldom realized marketing activities? Why? Because many professionals simply don’t understand what effective networking is. As a result, they approach it with the wrong right mindset. Effective networking is about helping others; more importantly, it’s about helping other people to get new…

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August 1, 2021 Comments Closed

9 Steps To Turn Prospects Into Clients: Build Your Advantage

Posted by:CLIFTON WARREN

The fundamentals of marketing services are the same as they have been since I became involved in the industry, 30 years ago. And I’m certain they will remain the same for the next 30 years, and beyond. To gain new clients, you must put yourself in front of new prospects and build strong, trusting relationships….

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June 29, 2021 Comments Closed

It’s All About the Results

Posted by:CLIFTON WARREN

A client asked me an interesting question the other day:  ‘What is the secret that enables some firms to produce superior organic growth results consistently, while others seem to struggle?’ In my experience, it’s all about the having the right objectives – about having in mind a precise number for surpassing the previous year’s results…

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May 31, 2021 Comments Closed

Marketing vs. Prospecting

Posted by:CLIFTON WARREN

Did you know that for a shark to breathe, it must keep moving? This movement forces water through its gills; if it stops, it drowns. The same is true for your marketing program. It must remain active; if it stops for any length of time, it loses its strength. I often see professionals experience difficulties…

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April 30, 2021 Comments Closed

Stop Using A ‘To-Do’ List and Start A ‘Have-To’ List

Posted by:CLIFTON WARREN

Do you ever find yourself constantly recalling some tasks you need to attend to, when there are others you might forget for days or weeks, or even forever? You are probably not alone. People regularly ask me for tips on how to manage those items that scream for your attention and keep jumping up to…

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March 31, 2021 Comments Closed

Referrals: Stop Waiting and Start Asking

Posted by:CLIFTON WARREN

Referrals are the fastest way to grow. There is no other marketing activity that is more effective than a pro- active referral process. Sadly though, many professionals miss this opportunity because they naively assume that their best clients will naturally refer them. You will never have as many referrals from your loyal clients as you…

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March 1, 2021 Comments Closed

Is Your Marketing Division Effective?

Posted by:CLIFTON WARREN

In my experience working with many financial services professionals and businesses, I have found most have access to a good product division (their insurance, banking and finance offering), good compliance division, good service division, but a non-existent marketing division. One of the reasons the marketplace seems so crowded is that most professionals have not differentiated….

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January 31, 2021 Comments Closed

Time Is Money: Spend It Wisely

Posted by:CLIFTON WARREN

‘Time is money’. Nowhere is this truer than in financial services. And it isn’t about how much time you have. It’s how you use the time you have that will ultimately determine your level of success. You have two options about how you spend your time. You can focus on tasks or on results. Professionals…

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