recent posts

Get into Proactive Prospecting Mode...

Get into Proactive Prospecting Mode
Posted by Connie Kadansky on Apr 1st, 2011
Seven Steps to Overcome Sales Call Reluctance and Get into Proactive Prospecting Mode Last week, I had a conversation with Les, a 25-year veteran CFP. He admitted that he’d struggled with Sales Call Reluctance for the first few years of his career. Because he kept...

Stop Freezing in Front of High Net Worth Prospects...

Stop Freezing in Front of High Net Worth Prospects
Posted by Connie Kadansky on Oct 15th, 2010
If you feel star-struck or insecure when you encounter old money, social standing, or power, you may have a form of Sales Call Reluctance that’s impeding your business-building efforts.  Here’s how to beat it. Jerry, a financial advisor, was building a...

Hark – Is That a Chicken I Hear Hatching?...

Hark – Is That a Chicken I Hear Hatching?
Posted by Ray Gauthier on Sep 24th, 2010
You know, the saying: “Don’t Count Your Chickens Until They are Hatched.” It’s build on an Aesop fable that goes something like this. A farmer’s son, is daydreaming as he walks to town with a pail of milk balanced on his head. His...

Fear of Self Promotion...

Fear of Self Promotion
Posted by Connie Kadansky on Jul 7th, 2010
Many financial advisors do not prospect consistently, because they experience Sales Call Reluctance — which is fear of self-promotion. If you are experiencing Sales Call Reluctance, you have choices to solve your prospecting problem. 1) Hire someone else to...

What Makes Decisions Difficult?...

What Makes Decisions Difficult?
Posted by Ray Gauthier on Jul 1st, 2010
This is a fundamental question because at the core of every successful business is the need for clients to make decisions to work with us and buy our product or service. That said – decisions are difficult and getting more difficult every day. The chief culprit of...

The Plight of the Commission Sale...

Posted by admin on Apr 9th, 2010
It’s only a matter of time before commission based investment products cease to exist. In October of 2009, the Association of British Insurers called on the European Commission to deliver a framework for removing remuneration bias as well as other changes in the...

The Delusion of Uniqueness...

The Delusion of Uniqueness
Posted by Ray Gauthier on Apr 9th, 2010
The theme of uniqueness keeps bombarding us from all directions in just about all the media and marketing that comes our way.  Ironically, the majority of businesses keep making remarkably similar statements that they are different, they are better than their...

Are you reluctant to make a prospecting call?...

Are you reluctant to make a prospecting call?
Posted by Connie Kadansky on Feb 19th, 2010
You’re sitting in your office after promising yourself yesterday that you would start making prospecting calls today . . . and you reach for the phone and you stop. . . you suddenly remember you need to make a dental appointment, then you remember your dog is...