Category Archives: Uncategorized
Your Best Investment
Top professionals spend 10-to-15 percent of their time learning. Gaining new knowledge and skills. They view this as an investment in themselves that provides three advantages: Wisdom – knowing what to do Competence – knowing how to do it. Foresight – Knowing when to do it. It also provides a healthy confidence – allowing you…
7 Mistakes Many Professionals Make
Why do so many financial services businesses struggle to produce superior growth results? Here are 7 observations I have made: 1. Many professionals don’t have an industry-targeted niche focus Marketing is expensive and ego bruising. The key to predictable, significant growth is to be ‘somebody special’ to a particular group of businesses. 2. Many…
Five Growth Fundamentals
In this podcast I share the five growth fundamentals every professional should know about. Incorporate these ideas you will be playing in the big leagues. Listen here
Clifton’s Top Producer Podcast
Business rarely falls into your lap. You must go out, explore, and find new clients. In this podcast I share 10 things every professional should know about selling and marketing their services. Listen here
Focusing 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.
The Easy Way
Leveraging your natural market is the easiest way to promote, market and sell your services. Listen here
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…
All 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…
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…
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…
