Connie Kadansky

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 make your prospecting calls. A small...

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 overdue for grooming, then it hits you that...

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 industry. Jon has been in sales for nearly 12...

You may assume it’s only natural to think angry or contemptuous thoughts when someone tries to “sell” you.  This is a trap.  Don’t do it.  It’s essential to your own prospecting success that you view salespeople from a positive or at least a neutral position.  Here’s...

Call reluctance springs from three sources:  personality predispositions, hereditary influences, and exposure to others with call reluctance.  Find out how to recognize this insidious obstacle to success and how to overcome it. “Today, I’ll prospect.” Mark drives to the office, feeling...

To be successful, financial advisors must be energized and focused, have meaningful goals, and know how to achieve them.  If you can’t seem to pick up the phone to build your business, see whether one of these five issues is the quiet culprit. Rick was recruited into his company by one of the best and...