Benefit Advisors

5 Ways to Get a Better Client Fit

5 Ways to Get a Better Client Fit

When you force yourself to make major compromises on value or on process, you derail the trajectory of your practice and take yourself farther from the revenue potential you identified as worth chasing in the first place.

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How to Market your MSP with Dignity

How to Market your MSP with Dignity

Your marketing efforts, whether they include digital ads, workshops, appointment setting, direct mail, or email newsletters, should all represent your business the way you see it. That means you should be proud of every aspect of your marketing mix.

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8 Laws of Hiring an Appointment Setting Firm

8 Laws of Hiring an Appointment Setting Firm

If you take these laws of appointment setting to heart, you can add a game-changing source of new prospects and new revenue to your marketing mix.

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When Referrals Aren’t Enough: The Math Behind a Good Sales Pipeline

When Referrals Aren’t Enough: The Math Behind a Good Sales Pipeline

Most business owners and sales people agree on the importance of a solid pipeline, but few actually do the math on how much activity they need in order to acquire the new clients their business needs.

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How to Acquire Prospects When You Don’t Like to Prospect

How to Acquire Prospects When You Don’t Like to Prospect

If prospecting does not come naturally to you, you may want to explore these ideas in your quest for new clients.  A fear of prospecting is not so secretly a fear of rejection.

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5 Ways to Fix the Blind Spot Inside Your Business

5 Ways to Fix the Blind Spot Inside Your Business

Advisors—regardless of their location or target market—have the same blind spot, and that blind spot is lurking inside of their businesses, right under their noses.

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Master Your Sales Persona To Deliver A Memorable Sales Experience

Master Your Sales Persona To Deliver A Memorable Sales Experience

Some salespeople are “naturals.” They can walk into a room, capture the attention of everyone present, and leave a few hours later with a stack of business cards.

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Embrace Confrontation: To do better, be better

Embrace Confrontation:  To do better, be better

Avoiding confrontation is a natural human tendency, but how we handle a confrontation can become a defining moment for a relationship or prevent a small problem from evolving into a disaster.

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10 Secrets to Succeeding in Cold Appointments

10 Secrets to Succeeding in Cold Appointments

An appointment setting program can be a valuable source of new business for a producer, but the sales scenario is different from a cold call or a referral. Today, one of our very best “handlers” of our appointments still tells the story of when he started working with his appointment setting program. It begins with […]

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3 Essential Pieces of Your Storyboard – By John Pojeta, VP – Business Development

3 Essential Pieces of Your Storyboard – By John Pojeta, VP – Business Development

When we partner with producers, one of the first steps in our process is to establish a storyboard that represents who they are, what they do, and what makes them different from their competition. For us, having this storyboard is essential for generating new business for the producers that hire us. It provides a consistent, […]

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