Sometimes, the best prospects are the ones who, originally, got away. The combination of a traditional sales mindset and industry developments—such as the rise of aggregators—can mean that advisors overlook...
After several years of meeting with MSP prospects, you will have likely begun to get a sixth sense for elements of the conversation that are left unsaid but are influencing...
Many advisors are often worried about coming across as pushy in their sales process, which can mean that they back down in places where they should have stood their ground...
Potential customers care about one thing: Will your solutions make them more money? You’d better have that answer down pat before walking in. In virtually every professional arena, preparation is...
This story is one of my all-time favorites, and it illustrates how counterintuitive a sales pipeline sometimes can be. One of our advisor clients specializes in working with farms of...
Taking a departure from the usual webinar format, John and Dan tackle a range of insights from the field to uncover trends in the challenges and obstacles facing PT clients....
From the outside, the mind of a grandmaster chess champion can seem superhuman. Playing against a seasoned chess player can feel like playing against a mind-reader. Your opponent across the...
In this exclusive PT webinar, Dan and John walk through the three most common sales mistakes advisors make when taking an appointment. This installment is full of laughs, but the...
Self-confidence can help. It can also hurt. How do prospects know that you are one of the top advisors in their region? Football analysts often talk about a quarterback’s vision,...
This is a must watch webinar for anyone in sales. In this exclusive webinar, John and Dan discuss one of the greatest challenges in sales, unseating the incumbent. Prospects are...