Prospecting
Client prospecting tips for insurance agents and other financial professionals.
When It Comes to Training, Do You Drag Your Feet?
By Kelley RobertsonIn the rapidly changing world of sales, training yields resultseven for the experienced sales pro.
November 23, 2011
Prospecting StrategyA recent survey by Cerulli showed that wirehouse BDs had about a 43% market share of retail asset management as of end-2010 down from almost half the market in 2007. Naturally, other distribution channels were gaining, among them independent BDs and RIAs.
October 27, 2011
Turn Prospecting into a PartyThink prospecting feels like a chore? It doesn't have to. Host an event that's more play than work, and watch prospective clients flock to your practice.
October 26, 2011
The Power of No PowerAny successful financial advisor will tell you they are always looking at ways to meet new potential clients. The problem is, after a while, youve pretty much tried every possible method of prospecting known to man. As sometimes happens with me, Ill be standing there minding my own business when,...
September 29, 2011
Worst PracticesThis is supposed to be an article about “best practices.” However, given the fact that there is not a whole lot of prospecting going on, I’m…
September 12, 2011
Practical ideas to increase sales in any economy, Part 1Secrets to making more sales
August 31, 2011
How to hire winners: 6 traps to avoid (part 2)Last month, we discussed how to streamline the hiring process. Now, let's take a look how much importance should be placed on the actual interview and the personality of the interviewee.