Larry Klein
Financial Professionals Don't Need More Financial Knowledge
Knowledge You Don't Need
Reading the Wall Street Journal, Investors Daily and whatever you think you need to do to stay current provides no revenue. ...
Henry Ford Would Have Been a Rich Financial Advisor
Project vs Process
Henry Ford is credited with mastering use of the assembly line concept. In other words, Henry converted machine assembly, which was previously...
A Lot of Sales Professionals are Sales Laborers. And You?
The thousands of producers I have observed are mostly sales laborers. They spend their days…
Answering the telephone
Opening mail
Handling inquiries
Resolving problems
Scheduling appointments
Calling prospects
Reacting
Take a hard...
How to Keep Your Firm from Losing You Clients
They Don't Do It on Purpose
You may work for a large securities firm or large insurance company. It's also likely that these firms do...
Avoid the 5 Biggest Mistakes When Acquiring Doctor Clients
Vicki Rackner MD August 2013
Would you like to acquire more physician clients?
There are two kinds of financial advisors in the medical market: the high-performers...
Sales Professionals Must Unsell Before They Sell
While this post applies to any sale where the prospect already uses a competitor's product or service (which would be almost any sale), I...
The One Problem in Your Business That Causes Most Other Problems
Here’s what I learned from my MBA studies—focus, focus, focus. Notice that every great company today (Intel, Cisco, Microsoft, Sun, Oracle, Home Depot) does...
Don't Spend More Than 5 Minutes With a Prospect
Too many sales professionals spend their time with prospective customers who do not buy. That's a very expensive usage of time. If you're in...
The Holy Grail of Financial Marketing
Professionals in financial sales often make the sales part harder than it need be. I have seen the following occurrence many times. You may...
Why the Average Life Insurance Agent is Poor
What Makes a Life Agent Rich?
Many insurance agents tend to be financially poor. The Bureau of Labor statistics documents that median salary for insurance...