Sales

Appointment setting is the bridge between prospective leads and finalizing sales. Without this critical skill, an agent is severely handicapped in obtaining new clients. Most agents can sell once they are in front of people or they would not be in business. Augmenting sales ability with effective appointment setting skills will ensure your future success. The first step in developing …

Here are nine things you need to do to put your business in a position to attract more high-quality clients through referrals. If you can establish all, or most, of these strategies as solid habits, you’ll create an unlimited supply of high-quality referrals: 1.  Treat the entire referral process with importance. How you send it out to the world is how …

Have you ever had a sale that didn’t close and you weren’t sure why? Chances are you lost the sale because you didn’t establish sufficient trust and rapport with your prospect. Once you have developed trust and rapport, you’ve actually got the hard part behind you and you’re probably going to make a sale! You see, it really doesn’t matter …

From social media to texting to not having enough time, communication is getting more difficult and complicated. If we want to influence our listeners to make them act on what we have to say, we need to work hard to be heard above this noise. 1.  Speaking up. If you want to be heard, you need to speak up. It …

While you may not have recognized it, the last time you ordered from a fast food restaurant or went to the post office, there is a good chance you experienced some type of cross-selling or up-selling. Cross-selling and up-selling are well-established and highly effective marketing practices utilized by a wide variety of industries. Shortsighted salespeople are often quick to suggest …

We all have those days when we just don’t feel like doing the work associated with achieving our goals, so the question is:  How do you get motivated when you’re feeling uninspired? It’s as simple as finding the motivating factor—the thing that will inspire you to take the next step. But what if the thing that normally motivates you isn’t …

January is a great month to adapt your practice to meet the changing needs of today’s investors and adjust your approach to a new era of deep client engagement. What are you going to do differently to grow your business this year? We’ve provided a few tips below. Elevate your business model. Investment advisor, wealth manager, commercial family office, investment …

As an entrepreneur, there are things you must do in order to accomplish your goals so you can have the kind of business and life you have dreamed of having. From managing a team to handling clients—and everything in between—it can be easy to lose complete control of your day. We all have the same 24 hours available each day; …

Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager, struggle each month financially to make ends meet? The answer to this question is painfully simple:  the six-figure sales reps understand the importance of business development and never …

The top three methods for bringing in new clients are:  1) Referrals from other clients; 2) Referrals from Centers of Influence—particularly CPAs; and 3) Seminars. The seminar environment can be a powerful way to add value to your existing client relationships and position yourself as a valuable resource to prospective clients. Many financial professionals like to combine these strategies to …