Category Archives: Uncategorized

For those who hate “selling” themselves

Posted by:CLIFTON WARREN

Guest Post by Jason Leister If you hate selling yourself, then maybe today is the day to ask yourself WHY. What if it’s not actually selling that you hate, but the definition of selling that you’ve accepted that is keeping you from embracing the act? What would it take to catapult “selling” from its current…

Insurance Brokers: It’s Time to Protect Your Revenue

Posted by:CLIFTON WARREN

The assistance package announced by the major Australian insurers to assist SME customers impacted by COVID 19 will impact your revenue and cash flow. The finer details are still being ironed out between the brokering industry, insures, and regulators. However, there several pro-active things you can and should be doing today to help protect your…

How to Manage Your Clients, Prospects, and Sales During a Crisis

Posted by:CLIFTON WARREN

The coronavirus crisis is impacting workplaces and rapidly changing the way to manage client and prospect relationships. In this webinar you will learn ideas not just to sustain, but to actually grow your business, during the restrictions caused by the coronavirus: Including how to:  Manage your existing client relationships virtually Develop and nurture prospect relationships virtually Create and manage your…

Top Seven Mistakes Every Sales Leader Should Avoid

Posted by:CLIFTON WARREN

“A team is only as strong as its weakest link” Mark Gray Do you remember The Weakest Link? It was a television quiz show featuring a team of nine contestants. They would take turns to answer general knowledge questions, within a time limit, to create a ‘chain’ of nine correct answers in a row. At…

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…

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…

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…

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…

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…

Why a 100% Retention is Bad for Your Business

Posted by:admin

Every year my neighbour prunes the rose trees in her garden. Every cut results in new growth that will eventually bear flowers. She knows that pruning is a must-do chore that keeps her roses healthy.   In a similar way, professionals should regularly prune their client base. It’s a ‘must-do’ for you, to promote growth and…

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