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 taking action and doing his best to serve...

Time and again I am asked, “what measurable results will branding have on my practice?” Let me give you a simple perspective as to how absolutely critical your brand is. When you moved into your office: 1) Did you consider what your office says about you and your success? 2) Did you re-model or...

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...

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 competitor and they are unique. Obviously it...

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...

STOP trying to patch holes in your practice – there are no magic bullets. START with the end in mind. Step back and envision what your business will look like in 3-5 years then build a plan, find the right partners to make it happen. Makeover your business and never look back! DO YOU HAVE THE RIGHT...

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 not drive direct results. It’s...

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 practices. This teaching tour always ends with...

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 insurance may seem overwhelming and...

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...