How a Lesson in Trust Can Boost Client Service
"People are loyal to people," a marketing instructor for financial advisors learns in a very moving way.
How to Win the Cold Calling Numbers Game
Sales is a numbers game. These are the zones with the numbers you will need to succeed.
10 Seminar Secrets
Seminar marketing is fraught with peril. Many have failed in an attempt to make it work. However, for those who get it right, the results can be explosive.
Your Optimum Day
To create an optimum day, I guess we better define one.
How to Improve the FA Business Plan
If your plan--in paper or just in your head--“needs some improvement,” or worse, stick with me. I’ll show you how to improve your planning process.
4 Tricks for Better Seminar Invites
There are some fairly simple techniques for mastering this important advisor marketing skill.
Are You Listening? Read This Book
A veteran who reads and applies the insights rendered in each chapter of a new book by Robert Finder can add polish to a successful career; a rookie will have a better chance to survive.
Cold Call Champions: The Winning Scripts
This is the fourth and final article in my series on cold calling. In previous articles, I promised my readers “Send me your cold calling scripts.
Cold Call Rewrite
I wrote about cold calling in my September and October columns and asked readers to take my survey. Here’s the most poignant of 142 answers I got to the question, “What is the most difficult part of the cold calling process?"
How to Master the Second ‘Cold’ Call
Even if you do everything right on the first call, you can still blow it on this crucial follow-up call.