Practice management

The 1960 Presidential Debates between Vice President Richard Nixon and Senator John F. Kennedy were the first nationally televised debates in presidential campaign history.

Over the years, I have had the opportunity to train and speak to several hundred advisors about new marketing ideas and business platforms.

One of the most critical, yet overlooked principles in the selling process, is the power of self-discovery through customer involvement.

Often times, it’s not what you’re doing; it’s what you’re not doing. “I only work with high net worth clients.”

When was the last time you did business with a person or company and they checked in with you later to see if you were a happy customer/client? It doesn’t happen often. Why

Not too long ago, I was helping my daughter with her math homework (heaven help us both) when the phone rang.

In this era of harder-to-reach prospects – especially among the affluent and wealthy – Social Prospecting has become the business-building model of choice for many successful advisors/agents.

Positive word of mouth is one of the most coveted outcomes of great products and service. It is also possibly the best thing that can happen to any business. A good reputation generates referrals—the most profitable leads that a business can receive. Clients acquired through referrals are more loyal, easier to close, more cost-efficient; and in turn are often the …

Botox is not a permanent solution to aging and wrinkles. It is a superficial fix and after a few months the same old wrinkles reappear. Sometimes, people tend to take for a similar short-sighted approach to their marketing efforts. Many businesses are looking for a quick fix to bring on new business fast.

In the book Differentiate or Die, marketing guru Jack Trout talks about a Brand Keys study that found that motor oil, banks and insurance company brands have ZERO differentiation in the mind of the consumer.