Top Producers Don't Focus on Results
Everyone inherits the conversations (aka beliefs) of his own culture. Many of these conversations are so much taken for granted, we don’t stop to...
Financial Services Marketing Made Easy
Insurance sales people tell us that insurance marketing, acquiring new clients, is their #1 challenge. But it’s ridiculous, as daily, thousands of individuals send...
Do Your Prospects Procrastinate? Here’s How to End It
Would you like to close more sales and close them faster? Then my experiments over the last 20 years as to why prospects do...
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...
Don't Educate Your Prospects
Many advisors and insurance agents feel it’s important to educate their prospects. There’s an idea that if you educate your prospects, they can make...
Financial Advisors Marketing – Avoid These Failures
Too large a percentage of financial advisors marketing activities are unsuccessful. It doesn’t need to be that way so let’s look at the cause...
Fixing Abysmal Sales Skills, Part 1
The sales skills of people who sell are generally abysmal. They have been poorly trained by people who don’t know much about sales, who...
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...
You Advise People About Their Money – But You're Broke!
There's the old joke about financial advisors who come to the office by bus to advise clients who come to meet in their Mercedes.
If...
Do You Fail at Your Biggest Business Challenge?
Insurance professionals and financial advisors tell us that insurance marketing and finding investors, obtaining new business, is their #1 challenge. However it is silly...