Defining the sales process, part 3
By Lloyd LoftonDont stop when the prospect objects. Here are some great ways to counter objections and close the deal.
January 14, 2013
Why higher touch service creates “stickier” customer relationshipsThese three principles can help drive a more personal relationship with customers.
January 11, 2013
Commissions don't create conflict of interestAgents who work on commission aren't any less ethical than those who work for a fee.
January 11, 2013
What’s Behind FINRA’s Newfound Move on Disclosing Broker Bonuses?A cynical observer might think the impetus for the newly "fiduciary conscious" FINRA's proposed rulemaking was to discourage brokers from demanding bonuses when they switch broker-dealers.
January 11, 2013
How do you respond to life?Making the right choices both personal and business is a good way to launch a new year.
January 11, 2013
How do you respond to life?Making the right choices both personal and business is a good way to launch a new year.
January 11, 2013
Behavioral economics, part 1Why smart seniors make stupid mistakes with their money.
January 11, 2013
The thrill of victory, the agony of defeatWhether you win a client or lose one, you should take it in stride, act like youve been there before and reach out to that next prospect.
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