Category Archives: Strategy
5 Questions To Formulate The Perfect Strategy
‘Never mistake activity for achievement’ – John Wooden. What is it that separates high performing firms from their peers? What do they do differently to achieve superior growth? The answer is simply this: they have an effective strategy. Strategy is business goal setting It’s amazing, but very few businesses have a strategic plan. They usually…
7 Growth Strategies
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,…
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…
How to Eliminate Ready, Aim, Aim and Aim Syndrome
“I’ve discovered that the failure of strategies is most often not the result of poorly conceived strategies but rather the result of poor implementation.” Alan Weiss I recently received a phone call from the director of a mid-size financial services firm who was frustrated with the low growth performance of her business. “Every year we…
Why You Need More Than Just Revenue Goals
It’s July. What does that mean to you? For some, it’s the start of a new financial year; for others it’s the half-way mark. Either way, now is a good time to revisit your goals and objectives. It’s easy to get caught up in the day-to-day running of your business, particularly during the times you’re…
Creating the Pathway: Where Are You Today?
Most professionals understand and appreciate the importance of planning. Unfortunately, however, for many planning consists of little more than reviewing their results from the previous year, and projecting forward for the next 12 months. Top-performing firms and professionals do more. They constantly adapt their services, promotion, selling, and practices, to meet the needs of their…
12 Things You Should Know Before Purchasing a Financial Services Business
Over the next 7 to 10 years, there will be a steady stream of baby boomer business owners (of financial services firms) retiring from the industry, according to a study by LIMRA and McKinsey & Company (The 2012 LIMRA-McKinsey Experienced Financial Advisor Study, April 30, 2013, www.limra.com). This will create a sales void for marketing…
Nine Factors That Can Affect Your Bottom Line
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…
It’s All in the Numbers
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…
