If you approach sales as the beginning of your client-experience opportunity, that should reframe and challenge how you and your team are approaching sales today. Customer experience and client success...
When I first began my career as an advisor, a mentor gave me two lessons that I still use today: If you can’t measure it, don’t do it. The bottom...
In this PT exclusive webinar, John talks about the best way to approach an appointment setting program, from your process for determining if it’s a fit for your business all...
As a business, we have always intuitively pursued a good client fit. That desire goes beyond simply avoiding problem clients—though that is a benefit as well. We also want to...
How do prospects know that you are one of the top advisors in their region? Well, you have the designations, right? Do the fancy initials at the end of your...
In any B2B context, the temptation to rely on referrals for growth is substantial. Referrals can be lucrative, and the nature of a referral means that the sales process itself...
Everyone wants to give you advice. When should you accept? Experienced insurance advisors are often jaded. They have faced good times and bad. They have endured bad deals. And they have been...
Doing so will position you to capitalize on opportunities others don’t have the patience to seize The Stanford Marshmallow Experiment is legendary in psychology circles. Researchers would bring a child into...
As technology pros, it’s tempting to collect every scrap of information related to your business. Here’s why that can be a bad idea. The rise of big-data analytics and the proliferation of...
Maybe you gave up on it in 2010. It’s time to take another look. Social media marketing is so 2010, right? By now, you have heard a dozen gurus promise...