There are only two ways to beat the competition: lower your price or increase the quality and quantity of service you provide to your customers.
Read More »7 High Net Worth Acquisition Strategies
Often times, it’s not what you’re doing; it’s what you’re not doing. “I only work with high net worth clients.”
Read More »Maximize Your Referability Factor™
When it comes to serving your clients, do you follow a specific model that drives your behavior? Or are you “winging it?” And, do you think your clients can tell the difference?
Read More »The Single Most Important Step in Asking for Referrals
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
Read More »Is the Do-Not-Call List Still an Issue for You?
Not too long ago, I was helping my daughter with her math homework (heaven help us both) when the phone rang.
Read More »Are You a Referral Wimp?
Are you a Referral Wimp? When you get to the end of an appointment with a client and you realize you don’t have time to ask for referrals, does a little voice inside of you go “Whoopee! I’ll try to ask next time?” Do you feel guilty about not getting as many referrals as you know you should (and probably …
Read More »Reaching Hard-to-Reach Prospects with Referral Events
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.
Read More »Sales Training Tips from the Trenches
If recruiting is considered the lifeblood of an organization, then training must certainly be its pulse. Experienced salespeople are often reluctant to take time away from their busy schedules for training. As a result, over time, they frequently become less productive. It is only natural to expect commission-based salespeople to resist any activity that takes them away from their customers. …
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