If you want more business, challenge your clients. In 2011, Brent Adamson and Matthew Dixon published, The Challenger Sale, based on an extensive study of different types of business-to-business sales reps. They divided the sales reps they studied into five categories: The Challenger: As a Challenger, you offer a new perspective to your prospect and don’t shy

Your clients aren’t introducing you to great prospects, and so your business isn’t growing like it used to – and like you want it to. You’ve been telling yourself that they just aren’t coming across anyone who needs your help. And you’ve been believing this story. But it’s not true! Even in the worst days of the

Advisors who have seen the growth of their business slow somewhere above the $100,000 gross mark and want to get it growing again try to make it happen in several ways that don’t work well for them: Increasing their hours doing the same work that got them to that point. This is exhausting and often

Nearly 30 years ago, I had a lucrative law practice that was, literally, killing me. I wanted to keep the income flowing but cut my hours from 60 plus a week down enough that I could spend quality time with my wife and two little girls, but I didn’t know how to make that work. 

Over 15 years ago, when I became the National Sales Training Director for First Investors, I introduced an idea that was very controversial.  I told veteran FAs to find a niche, pick one product or service that their target client needs, and be able to articulate why they were the best advisor that target client

[This article was inspired by one shared with me a while ago by my coaching colleague, Rich Litvin.  I want to acknowledge that I “borrowed” some of his ideas and language.] The last time you sat down with a prospect, you probably went through some awkward small talk while you anticipated getting down to fact