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...
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...
The most successful sales meetings are conversations where the salesperson listens to understand and quiets their competing inner voices. Sales is a blend of persuasion and negotiation, and most sales...
Sometimes, making sales is about pulling prospects away from your competitors. As your practice matures, winning a sale means that someone has to lose. Early on in the growth of...
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...