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.
Getting Over Two Cold-Calling Hurdles
There are some straightforward ways that financial advisors can tackle the challenges of cold calling
Cold Calling 2012
I need your help to find out which cold calling scripts and lists work best and what unique strategies may be out there.
Dragon 12: Great Productivity Tool Gets Even Better
The premium edition has one feature that advisors should appreciate: “text to speech.”
What Triggers Referrals?
The implications of the “change principle” for clients go deeply into your practice, especially into why you get referrals and why some clients get referred to your competitors.
Aiming High—6 Strategies for Success
Let’s say you are bringing home $250,000 a year, certainly a good living. But you want to go to the top. How do you get there? UBS's Ira Walker lays out a plan.
Commit two or more of these seminar sins, and you will join the legion of advisors who mutter “Seminars don’t work anymore.”