Category Archives: Uncategorized
How to Manage Your Clients, Prospects, and Sales During a Crisis
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
“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
“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?
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
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?
“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
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
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…
Accountability Equals Growth
Do you want to unlock the secret to producing superior growth? The key is simply to make sure that everyone is involved in the right activities, at the right time. If you want to get everyone on board, and build a high-performance team, you must create a strong culture of accountability. One of the…
Want to drive growth? Focus daily on these four activities
Time management is a challenge at times for all professionals, with demands from existing clients it’s very easy (tempting) to get caught in the service trap and spend less time on selling. Of course, this often results in poor sales pipeline activity and ultimately declining revenue. Top professionals guard the time by structuring…
