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Practice Management > Building Your Business

SMAX Update: It's time to take the lead

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As I write this blog, we’re only two weeks away from the annual shindig known as Senior Market Advisor Expo. Held this year at Mandalay Bay in Las Vegas, Aug. 25-27, this year’s SMAX is focused on helping advisors maximize their potential, to look for any holes in their practice, and to take their business to the next level.

In talking with Hal Becker, one of our keynotes, we’ve identified a few of the key points to look for at the show. Let me know if this is what you’re looking for in your practice–and come by and say hello in Vegas.


Closing keynote speaker Hal Becker will be talking Friday, Aug. 27 about how to “Attract new clients and keep the clients you have.”

Becker says he sees a need for more training among people in the sales profession. He notes that companies have shifted resources away from sales training and that has hurt salespeople’s performance. “There are 34 million salespeople in the U.S. and less than 3 percent are over quota, which is kind of shocking,” he says. “Most salespeople hover around average or below average and that’s with virtually no training.”

Becker presents a multistep process to improve performance.

Step one: get organized. Great salespeople are highly organized, he says. They keep track of the details in their business and keep their appointments and commitments.

Step two: become aggressive. This doesn’t mean beating prospects up with the world’s hardest close. By aggressive, Becker means staying in contact with clients and prospects. “The key is: how many calls can you make a day, whether it’s to high-net-worth individuals or to small businesses,” he says. It’s a constant process.”

Step three: honesty. “I know it sounds corny, but all we have is our reputation,” he says. “A lot of salespeople forget that. You want to build a fabulous brand or reputation and when it’s all said and done, that just takes time.”


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