If you fear rejection—in your telephone conversations, or when you ask a prospect to engage your services—you’ll definitely want to spend just 24 minutes viewing the TedX Talk given by by Chinese-American entrepreneur Jia Jang. Jang talks about the fear of rejection that almost caused him to give up his dream of creating his own…
Last week, we discussed the second of three basic yet essential skills that will help you get, and keep, more and better clients: (1) The ability to ask provocative questions (2) The ability to listen with total focus on your client (3) The ability to relate compelling stories and metaphors At last, we’ve made it to the Third Skill: 3. The ability to
Sales Skills for Financial Professionals: Powerfully Relate Read More »
Last week, we discussed the first of Three KEY Skills that will help you master the art of getting and keeping clients: (1) The ability to ask provocative questions (2) The ability to listen with total focus on your client (3) The ability to relate compelling stories and metaphors In this article, I’ll discuss the second of these skills: 2. The ability to
Sales Skills for Financial Professionals: Listen with FOCUS Read More »
To be truly successful at getting clients, your passion for your work must be accompanied by Mastery of Three Skills: (1) The ability to ask provocative questions (2) The ability to listen with total focus on your client (3) The ability to relate compelling stories and metaphors In this article, I’ll focus on the first of
Sales Skills for Financial Professionals: Ask Provocative Questions Read More »
“It seems like you’ve already got nearly as many clients as you can handle,” I declared to Victoria, a CPA and CFP who had just started working with me. “So, how can I help you?” “Well, the truth is, Sandy, that none of them have any money,” she confided. Victoria is 27 years old and
A few years ago, Karen became a “Top Ten” representative out of the several hundred agents at her financial services firm. She received a certificate, a $15,000 bonus, and a great deal of attention from her peers. A year later, she barely made it into the Top Thirty… In January, Karen called me for help.
