October 4, 2019 Comments Closed

9 Warning Signs That Every Sales Leader Should Know

Posted by:CLIFTON WARREN

It’s often said that great athletes don’t always make the best coaches and managers. They know what to do, but they cannot communicate how to do it. I often see this in small- to mid-sized financial services firms. The owners, partners or directors, who are effective sales professionals in their own right, are having difficulty…

Read More
September 20, 2019 Comments Closed

Your Number One Job is To Sell

Posted by:CLIFTON WARREN

“The purpose of a business is to create a customer.” Peter Drucker Some financial service professionals seem to believe that they are paid for what they know. This is a big mistake. The reality is that you are paid for persuading people to buy from you. You may understand the technical details of your product; you…

Read More
September 12, 2019 Comments Closed

Hunters vs Trappers Which is Better?

Posted by:CLIFTON WARREN

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…

Read More
Perpetuation_Your
September 5, 2019 Comments Closed

Pound That Rock… and Thrive

Posted by:CLIFTON WARREN

NBA team, the San Antonio Spurs is one of the most successful sporting franchises in the world. Since 1999 they have claimed five NBA titles and 22 overall division titles; they have won at least 50 games in 18 consecutive seasons.   The Spurs’ staple is the concept of ‘pounding the rock’. The adage refers…

Read More
August 22, 2019 Comments Closed

7 Tips for Getting More Meetings with Prospective Clients

Posted by:CLIFTON WARREN

Building a successful financial service business is not complicated, but then again, I won’t pretend that it’s easy. If it were, there would be a lot more top producing professionals.   In the 20 years I’ve been advising, coaching and training professionals I have identified the biggest challenge for many professionals: getting meetings with qualified…

Read More
August 21, 2019 Comments Closed

Why Aren’t You Doing More Business With Your Existing Clients?

Posted by:CLIFTON WARREN

“It never ceases to amaze me that companies spend millions to attract new customers (people they don’t know) and spend next to nothing to keep the ones they’ve got! Seems to me the budgets should be reversed!” – Tom Peters   My clients often ask me whether there’s a quick and effective way to achieve…

Read More
Perpetuation_Your
August 20, 2019 Comments Closed

Perpetuation: Taking A Long View of Your Business

Posted by:CLIFTON WARREN

The Talladega Insurance Agency in Talladega Alabama was founded in 1858. It is the third oldest insurance agency in the United States and probably one of the oldest in the world. There are few financial services firms anywhere that can claim to have operated prior to the American Civil War. That’s what I call a…

Read More
August 20, 2019 Comments Closed

Eat a Live Frog and Thrive

Posted by:CLIFTON WARREN

There’s more than one way to eat a frog. Learn how to do the hard things first and your business will thrive.   Eat a live frog first thing in the morning and nothing worse will happen to you the rest of the day. Mark Twain   Several mornings each week I wake up at…

Read More
August 20, 2019 Comments Closed

7 Growth Strategies

Posted by:CLIFTON WARREN

Ever wondered why so many financial services businesses struggle to produce superior results? I’ve worked with hundreds of professionals around the world, and here’s what I’ve noticed:   Those who consistently produce top results employ these 7 Strategies For Success:   A clear market focus. If you want to build your business and drive growth,…

Read More
August 19, 2019 Comments Closed

Forget Playing the Numbers Game

Posted by:CLIFTON WARREN

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….

Read More
©2017-2019 Clifton Warren. All rights reserved. We will never distribute or sell your address to anyone. Period. Promise.