sales process

A great Centre-of-Influence keeps referring…they are not really COI’s unless they keep referring. That relatively reliable constant stream of introduction to target market prospects can build an advisory business better than any other form of…

It may seem an obvious question; but what is value in the eyes of your prospective clients? Value can be determined by any individual in any number of ways of course, and what is valuable…

One of the biggest issues for advisers is to get clients saving more. Getting them to do now what will be good for later means deferring instant gratification and the constant “we wants”, even in…

Helping prospects decide on the right course of action is often not quite as hard as we think, especially when it is a reasonable bet that every adviser has had clients or prospects ask at…

It has never been more important to invest time at the beginning of a potential client engagement in establishing some rapport, and creating a genuine level of “like & trust”. That is the foundation upon…

Prospecting continues to be the biggest day to day business problem for financial advisers, yet prospecting has never actually been easier. If you polled 100 advisers with this simple question I would wager that more…

There are some great and clever marketing campaigns put together by professional services firms and their marketing advisers, and they often get “good” results. Typically one thing stops them from getting great results: The follow…

Great questions are integral to client engagement, but what is a really GREAT question? One of the keys to success for any professional is having strong sales skills, or to put it another way, the…