If you follow the traditional proposal process, you give your clients an insight into your business that is easily shared with the incumbent and your other competitors. How do you...
You won’t find conversations where white lies are more plentiful than those with prospects. They like to play their cards close to the chest, especially early on in the relationship....
You may need an app. And you may also need to make even more cold calls… Bob Dylan might not have been thinking about advisors, but he was right when...
It was nearly 2,500 years ago when Greek philosopher Heraclitus proclaimed, “Change is the only constant in life.” Two and a half millennia later, his words still ring true. Nowhere...
Book a meeting from a meeting and watch your sales numbers grow. The motto “B.A.M.F.A.M.” has become ubiquitous in our office because one of our team members, Alisha, has used...
John and Dan sit down to talk about a common roadblock in sales that is sometimes invisible to advisors: the way your competitors sell. If your sales process does not...
Maybe your fears are a sign that something is wrong. Monty Hall, the famous game show host, once said, “I’m an overnight success, but it took twenty years.” From the...
John Pojeta is back with more ideas about how to turn prospects into clients. If I were to ask you if you have an open mind when you enter a...
It’s never easy to win a customer away from a competitor, but there are a few ways to make the sales process of unseating an incumbent more effective. When your...
Engaging high-value prospects almost always means unseating an incumbent advisor. If your sales process does not strategically address this challenge, the prospect is unlikely to drop their current advisor to...