| August 18, 2023 | Comments Closed |
Two Marketing Choices
A common question that I’m often asked is, what type of marketing activities should I be doing each day? There are really only two types marketing activities. In this episode I discuss finding the right mix for your business. Listen here
Read MoreFocusing On Your Strenghts
Peter Drucker said, “Build on your strengths; do not build on weakness.” Spend time with a select group of prospects, treat them as clients, and use your strengths and competitors’ weaknesses to your benefit.
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| August 9, 2023 | Comments Closed |
The Easy Way
Leveraging your natural market is the easiest way to promote, market and sell your services. Listen here
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| August 7, 2023 | Comments Closed |
Two People Lose When You Don’t Make a Sale
It’s a mistake to overlook the facts that your products and services do not sell themselves, salespeople sell them. Becoming an effective salesperson requires training. To communicate the value of your offering for your existing and prospective clients. When you don’t make a sale, there are two losers. The prospect loses out on the value of…
Read MoreAll It Takes is Practice and Effort
I met the owners of a financial firm. They wanted to generate sales leads quickly and improve sales results.. Their theory was that once they were in front of a qualified prospect, making the sale was easy. The problem was generating qualified leads and converting those into appointments. So they hired a telemarketing firm to…
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| August 1, 2023 | Comments Closed |
5 Qualities of A Good Teacher
Selling financial services (or any services) is hard work. Clients must trust you before they buy from you. In the past, the primary training model for many professions was the apprenticeship. By observing accomplished professionals and working with them, trainees would gain valuable knowledge and insights. An important part of the apprenticeship education was an…
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| July 13, 2023 | Comments Closed |
Keeping Your Sales Pipeline Flowing
A good sales pipeline should continually flow with new and closed opportunities. In the episode I discuss three action you should do every week to convert your pipeline opportunities into new business revenue. Listen here.
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| July 11, 2023 | Comments Closed |
The Power of Positioning
Your number one job as a financial service professional is to sell. The inability to do this effectively is the main reason why many professionals and firms do not reach their full potential. You need a system to attract a steady stream of prospective clients. This begins with positioning. To gain the attention and differentiate…
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| July 6, 2023 | Comments Closed |
Four Things Prospects Want to Know
When you first meet a prospective client who does not personally know you or your firm there are four questions usually on the top of their minds: Who are you? What do you do? What value do you bring? Who do you work with? Your marketing message must be able to answers these questions to…
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| July 6, 2023 | Comments Closed |
Personal Planning for Better Performance
Little plans lack the magic to stir the blood to you going. Top performers build roadmaps to help them navigate and stay on course. In this episode I discuss how to build a roadmap to turn your plans into reality. Listen here.
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