recent posts

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...

How important is a clear vision for financial advi...

How important is a clear vision for financial advisors?
Posted by Kirk Lowe on Feb 9th, 2010
How important is a clear vision in helping financial advisors get really focused towards their pursuit of success? My experience in working with hundreds of financial advisors is that many of them feel that articulating a clear vision is not warranted because it does...

Financial Advisors Do Important Work...

Financial Advisors Do Important Work
Posted by Evelyn Jacks on Feb 8th, 2010
Every year I have the privilege of travelling across the country twice–in November and January–to host the Distinguished Advisor Workshops for tax and financial advisors who require continuing education credits and updating for their professional...

The Dynamics of Change...

The Dynamics of Change
Posted by Ray Gauthier on Jan 4th, 2010
"People will find a thousand ingenious ways to withhold cooperation from a process that they sincerely think is unnecessary or wrongheaded" – John P. Kotter In Leading Change, Kotter outlines eight necessary steps to effective change. This article deals...

The Appointment Stream...

The Appointment Stream
Posted by Gina Pellegrini on Jan 4th, 2010
After training over 150 business teams in the U.S. and Canada, I know that advisors struggle with consistent appointment scheduling. One week their calendar is full, the next week, it’s empty. Why? Because when advisors have a full week, there’s no time...

4 Simple Ways to Increase your Online Presence...

4 Simple Ways to Increase your Online Presence
Posted by Stephanie Simmons on Jan 3rd, 2010
Do the words Twitter, Facebook and Blogging make you nervous? Have you thought about increasing your online presence to capture a new market but aren’t sure where to start? Staying up-to-date with the latest trends in technology when marketing and selling...

Are You Too Nice to Close the Deal?...

Are You Too Nice to Close the Deal?
Posted by Connie Kadansky on Jan 2nd, 2010
In forming relationships with prospects, do you lack assertiveness?  Do you constantly seek approval?  Do you lack the ability to close a sale?  These symptoms point to a costly form of call reluctance that may well be the Achilles’ heel of the sales...

How to Reduce the Unpredictability of Appointment ...

How to Reduce the Unpredictability of Appointment Scheduling
Posted by Gina Pellegrini on Dec 15th, 2009
Excerpt from The Appointment Scheduler, Ch. 7, by Gina Pellegrini One way to reduce the unpredictability of appointment scheduling is to use our scripts, at least in the beginning.  Whether your marketing assistant is an absolute beginner or a seasoned pro,...