Business is all about relationships. My business coaching clients often struggle with relationship development. We get so busy with production we sometimes neglect deepening relationships with those involved in our businesses. Relationship development is simple, but not easy, but there is no need for financial advisors to over-complicate relationship development. A little focus goes a […]
Read MoreProfessional advisors and salespeople know the value of thank you notes. However, most people find writing thank you’s challenging. While speaking in St. Louis last week, I heard an exceptional, simple strategy for writing thanks you’s, courtesy of Roger Plackemeier, a wholesaler with Allianz Life. Roger suggested this three-part formula: The first sentence starts with […]
Read MoreThe banking industry has caught its share of flack for the industry’s part in what has come to be known as “The Great Recession.” Not without cause, mind you, but virtually nobody saw what was coming. With the exception of a handful of people such as Steve Eisman, Michael Burry, and Greg Lippmann (read Michael […]
Read MoreWhen we speak of mass marketing, advisors often turn up their noses. “We don’t use telemarketing or direct mail,” they say. Mass Marketing is defined as, “Broad-brush, unfocused attempt to appeal to an entire market with one basic marketing strategy utilizing mass distribution and mass media. Also called undifferentiated marketing.” (www.businessdictionary.com) The problem with mass […]
Read MoreOften, sales technique or lack thereof is subtle. Recently I attended a business luncheon in St. Paul, Minnesota at a rather well-known restaurant. Significant business transactions are some of the main fare at this establishment, known for fine food and deal-making. While waiting for my client, a party was about to be seated, and the […]
Read MoreThis Memorial Day weekend, I hope you enjoy the time off, and relax with family & friends. But please remember those who served and made this holiday weekend possible for all of us. The following poem, written after WWI by a field doctor, tells of the cost and the reverence that should be accorded the […]
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