Want Faster Conversions? Include All Prospects Early and Often

Virtual prospect meetings became mainstream in 2020 because we didn’t have a choice. Yet, while they were forced, there seemed to be a “magic” to these virtual sales meetings because we no longer had to travel, only had to focus on our appearance from the waist up, and could work with anyone anywhere! That’s why virtual meetings stuck....

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Quarterback or Navigator: Best Analogy for Financial Advisors?

Since moving from Wisconsin to southern Florida, I have had the privilege of watching many rockets launch from my patio. As I searched the sky at 4:30 a.m., it struck me that I never know what part of the sky to watch because each time they head off in different directions. And while we are enthralled with the launch, those rockets have a...

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Premature Proposals Promote Passive Prospects

While the title is a tongue twister…it’s also so true! Premature anything in our selling efforts is a BAD practice. Unfortunately, passive prospects who stall, stop answering messages, reschedule…and then reschedule again, are the output of prematurely “sending something” after what appeared to be good conversations. Why Do Advisors Send...

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Don’t Let Bernie Madoff Keep YOU from Helping More Clients

Let’s talk about trust. Trust is an intangible, and crucially important, aspect of any buying and selling relationship. Why is it so important? Because trust is what allows a prospective client to feel comfortable moving forward in working with you. The Buyer and Seller in Financial Relationships If you’re in a financial service role, you...

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How to Feel Better about Prospect Follow-Up

What’s your mindset around follow-up efforts for reconnecting with prospects who have stopped responding? What about those who haven’t followed through on the actions that they said they would? Do you get into a mindset of negativity? Do you feel frustrated that you must keep chasing them? Annoyed that you’re the one who’s constantly...

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Easy Listening…Succeed Without Being Salesy

Creating content…friend or foe? For anyone focused on spreading a message, educating potential prospects, and wanting to build their brand, content is both! Sometimes it’s a chore. AND sometimes it’s exhilarating and reminds me why I make the time to share information, observations, and resources. I recently enjoyed my time as a guest on two...

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The Cure for Professional Loneliness

  You’ve probably never heard the term professional loneliness, but many of us have experienced it–and felt it. I define professional loneliness as not having someone “at the ready” at work. There isn’t someone to roll your office chair over to share an idea, question, or frustration. There isn’t someone to provide on-the-spot feedback. Or...

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