Prospecting
Client prospecting tips for insurance agents and other financial professionals.
Prospecting Strategy
By Bill GoodA 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.
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.
August 08, 2011
100 opportunities, 1 stopGetting creative with your prospecting techniques is often the most effective way to not only build your client base, but build it with people you consider your ideal clients.
July 12, 2011
Poker chips make prospecting funAs I start each day, I put six poker chips in my left pocket. For each appointment I set, I transfer one poker chip to my right pocket.
July 12, 2011
Why numbers work"During my years in the printing business, I met a great mentor. His name was Judge Ziglar, whose brother, Zig, is the famous speaker. Judge was a sales trainer who wrote a book called, "Timid Salesmen Have Skinny Kids."