Peter is a top financial advisor with annual earnings approaching seven figures. He is a consummate professional devoted to his target market: the “average” American who wants the advice usually reserved for so-called “high net worth” clients. There is nothing about Peter that suggests “salesman“. His look is “regular guy”. He dresses as his target
“Branding” is just one end of the client-funnel. This week, terrifying as it may be, I’d like to talk about what’s at the other end…the “s” word. You know…“sales”. Whether you’re marketing your services, trying to get a new job, or looking for a business partner, at some point, you’ll be “selling” yourself or your
This tip was utilized by Charles Schwab, earning his consultant a handsome prize: If you’re having trouble with your “Time Management”, try picking the Six Most Important Things, and prioritize them. Take the first one as far as you can each day and finish it, if possible, before you dare to begin working on the
“I want to have some time to think or to plan, or to just take a day off,” Ron, a regional sales manager, recently told me. “Can’t your assistant help take some of the workload off your shoulders?” I asked. “Right now,” he responded, “I don’t have an assistant. Terri, my former assistant, left four
“I need to learn some new prospecting strategies,” Erin, an advisor in the Midwest, was telling me. “I’ve done okay,” she continued, “But what I’ve been doing doesn’t seem to be getting me anywhere lately.” I asked Erin about her practice. “How many clients—households—however you measure it, do you have now?” “About 300,” she advised.
QUALITY, Not Quantity: Leverage Existing Relationships Read More »
When my daughters were little, I used to love to read them a particular book. The book is so seemingly outdated that it has only recently been revived from out-of-print status by the miracles of internet shopping (and used copies now sell for just a cent). It’s called Simple Pictures Are Best. It’s the story of a farmer
