Category Archives: Uncategorized
Retention Isn’t Enough—Loyalty Is the Real Game-Changer
Client retention is a key driver of long-term business success. The more clients you retain, the stronger and more stable your business becomes. I regularly work with firms that boast impressive client retention rates—sometimes as high as 95 percent—yet they still struggle to grow year over year. Why? Because retention is more than just keeping…
100 Things That Made My Year 2024
Family & Relationships Father’s Day dinner with my daughter Nicole Catching up on Friday afternoons with my son Kallen Ting’s (Cheryl’s daughter) 21st birthday celebration Visiting Cheryl’s mother by train on Sundays Discovering new relatives on Ancestry FaceTiming with my niece Lisa Talking sports with my brother Felton Celebrating Christmas Eve with Nicole Cheryl and…
Disturbing Questions: How to Steal a Competitors Market Share
To become a top professional, you must master the art of selling. Surprisingly, average professionals often neglect refining their sales techniques. A study by Reagan Consulting reveals that top professionals outperform the industry average by six times. What sets them apart? There are two things top performers do differently First, they don’t focus on closing…
Are You Really Ready for Selling?
“The purpose of a business is to create a customer.” Peter Drucker Many financial service professionals mistakenly believe they are paid for what they know. This is a big mistake. The reality is, you are paid for persuading people to buy from you. You may understand the technical details of your product. You may know…
It Is Easer To Be Rejected Than to Fail: Why Marketing Through Rejection Builds Your Business
In this episode, I share the concept of low percentage/high payoff and explain that to be successful, you must consistently market your business. Marketing tasks expose you to rejection, but they are the very activities that build your business and drive growth. Listen here.
Mastering the Art of Client Relationships
Robert Middleton recently interviewed me for his visionary leadership series. In this insightful interview, we discussed practical strategies for building strong client relationships and growing a sustainable business. The conversation covers essential topics such as: segmenting clients, developing a continuation process, and effectively asking for referrals providing real value to clients. Navigating the challenges of…
Sales Velocity: Your Key Metric for Sustainable Business Growth
Is your business truly growing, or are you just riding the wave of a favorable market? In today’s competitive market, understanding your business’s growth potential is crucial. Sales Velocity, a term coined by Reagan Consulting, stands out as a key metric to ensure you’re not just relying on favorable market conditions but are building sustainable…
9 Ways to Encourage Your Clients to Send Business Your Way
Referrals are the most efficient and effective form of marketing you can do. Yet, many professionals struggle with how to ask without feeling pushy. In this episode, I’ll break down actionable strategies to seamlessly integrate referral requests into your client interactions, ensuring your new business pipeline stays overflowing with qualified leads. Listen here.
The Best Time to Work on Your Business
In this episode of the Top Producer Podcast, I emphasize the importance of working on your business, not just in it. It’s easy to neglect planning and development when business is booming, but this can lead to challenges when market cycles change, clients are lost, or pipelines dry up. Listen
LinkedIn Networking: When to use Business vs. Private Contact Details
In the latest episode of the Top Producer Podcast, I dive into the importance of using LinkedIn as a business tool. LinkedIn, with its 1 billion users, is the leader in professional networking platforms. But to truly leverage it for business development, you need to manage your profile strategically. One common mistake I see is…
