Client reviews are sometimes difficult to schedule. The client says something like, “Well, no need to get together. We are happy where we are.” We assume that means they are “satisfied” – and we are right. However, satisfied clients are not necessarily loyal clients. Maybe we need to examine our review process. Maybe, just maybe, […]
Read More“National Sales Meeting Season” is upon us! Do you get the maximum benefit from national and regional sales meetings? Follow these five simple steps to get the most value from the time you invest attending sales conferences. Set Objectives. What do you need to grow your business this year? How can you deliver even better […]
Read MoreBusiness 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 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 […]
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