Even a DOG Can Do It…

My fellow coach Amir Karkouti shared a story with some of his colleagues recently that I want to share with you now: Some time ago, a team of scientists took a dog and put him in a cage where the floor had a very mild electric current running through it—just enough to make the dog

Don’t Forget the Most Important Person

If you’re like most people, you found yourself juggling all of the things you had to do this past month, including social obligations and gifts galore, and you may have left someone very important off of your list by mistake…YOU!  If you could have anything in 2014, what would it be?  And why don’t you

A TALE OF TWO ADVISORS

A favorite hypothetical of mine: Let’s imagine two professionals in the same field.  We’ll call them Advisor A and Advisor B. We’ll give them the same educational background, the same training, the same resources and connections, and even similar personalities and work ethic. But when we put them out in the field, I can promise

Are Your “Gatekeepers” Killing Your Client Relationships?

I had been limping around for three weeks with a pain across the top of my left foot that didn’t seem to be getting any better.  I made it through five straight days on my feet for two workshops and an active vacation, but the pain did not subside.  So, I finally decided to visit a

The GREAT Little Marketing Secret: Send a Note Card.

Thank clients for their business.  Thank them for referrals.  Remind them about their appointments.  And do each of these…with a handwritten note.  Find an excuse to send a note card to people you meet, people who provide services to you, and people who you serve. We have all become so accustomed to communicating by email, text,

Client Retention: They Changed Their Minds!!!

After two visits—a total of six hours—advisor Marianne had gotten an enthusiastic “thumbs up” from her new “almost clients”—a young professional couple with small children—to prepare a financial plan for them.  The plan would specifically include some much-needed life insurance.  There was no doubt the mission was going forward! But a few days later, just

If You Really Want It, Don’t Back Away

COME TO PRINCETON IN OCTOBER AND BECOME A REFERRAL MASTER If you’re a financial or insurance professional, join me on Saturday, October 19th for an all-day Mastering Client Referrals Workshop. Boost your year-end sales and start 2014 on a roll.  For details, take a look at https://sandyschussel.com/mcr-workshop Register by Friday to take advantage of the Early Registration Discount.  Or call me at (609)

STOP SELLING!

Are you aggressively selling your services and finding that few prospective clients—even those who are clearly in your target market—are buying? Or, maybe you’re struggling to find new clients because you’re afraid that if you reach out to people you’ll appear to be selling—something you just can’t bring yourself to do? STOP IT! “What is

Why Should I Buy It from YOU?

I have written before on the Three Universal Marketing Questions that anyone selling his or her services needs to know the answers to: (1) What are you offering? (2) To whom are you offering it? (3) Why should they hire you? The third point—the “why”—seems to be the most troubling for many people. “You should

Sales Skills for Financial Professionals: Listen with FOCUS

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