New Book
My new book “Cross-Selling Financial Services: A Professionals Guide to Account Development” published by Business Expert Press, will be released in mid-November.
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| August 3, 2017 | Comments Closed |
The 4 questions prospective clients are asking
When you meet prospective clients, or anyone else who does not personally know you and your firm, you can be sure they have four important questions on their mind: and you should be able to answer them. Who are you? What do you do? What value do you provide? With whom do you work? Who…
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| July 24, 2017 | Comments Closed |
Why You Need More Than Just Revenue Goals
It’s July. What does that mean to you? For some, it’s the start of a new financial year; for others it’s the half-way mark. Either way, now is a good time to revisit your goals and objectives. It’s easy to get caught up in the day-to-day running of your business, particularly during the times you’re…
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| June 1, 2017 | Comments Closed |
Are You Sitting on A Potential LinkedIn Gold Mine?
I recently conducted a workshop on how to use LinkedIn as powerful prospecting and lead generation tool. Several of the participants were surprised to learn that they could be sitting on a potential gold mine of potential leads and referrals. Their lack of understanding, or even fear, was preventing them from fully tapping this rich…
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| May 2, 2017 | Comments Closed |
How to Package and Position Your Expertise
Top professionals understand that they are in the marketing and selling business, and the primary reason for their existence as financial services professionals is to market and sell products to existing clients, and acquire new ones. Failure, or the inability, to do this effectively is the number one reason many professionals and firms do not…
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Critical Success Factors: Things That Determine Your Success
“Shoot for the moon. Even if you miss, you’ll land among the stars” – Norman Vincent Peal Every industry has its performance areas where things must be done correctly if the business is to flourish. They are sometimes referred to as Critical Success Factors (CSF), and business owners must give them continual attention, if…
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| January 28, 2017 | Comments Closed |
Creating the Pathway: Where Are You Today?
Most professionals understand and appreciate the importance of planning. Unfortunately, however, for many planning consists of little more than reviewing their results from the previous year, and projecting forward for the next 12 months. Top-performing firms and professionals do more. They constantly adapt their services, promotion, selling, and practices, to meet the needs of their…
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| December 30, 2016 | Comments Closed |
MY 10 FAVORITE BOOKS OF 2016
What a year! 2016 will go down as one of the busiest, most memorable, and, in many ways, one of the most bizarre. My reading has helped me make (a little) sense of the world this year. Here are my 10 favorite non-fiction books, in alphabetical order by author. Angela Duckworth Grit: The Power of…
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| November 30, 2016 | Comments Closed |
Attract High Quality Prospects: a simple 5-step process
How are your marketing efforts working for you? Filled with good intentions, but delivering few tangible results? I speak to financial services leaders and professionals every day. I know that attracting, and acquiring, new business is one of the toughest challenges they face. Even experienced professionals, who have grown their business organically, via referrals, word…
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