Right now, more than ever, the manner in which we deliver service matters.
 
We were on a call with a new Financial Advisor recently. She told us this story: She had contacted a very attractive prospective client, a high net-worth individual with a portfolio of several million dollars.
 
The prospective client explained that he already had an […]

You may have noticed that a bull market in full swing is a rather poor venue to differentiate oneself as an advisor.  Well then, how about a protracted bear market where the Dow keeps dropping like a stone every day, day after day? Now that’s more like it!
 I was taught by my advisor that there […]

How to Use a ‘Right Fit’ Agenda in First Appointments
By Duncan MacPherson
Prospect meetings are all about exploring a potential relationship. Following a written agenda to evaluate the “fit” showcases you as a professional, rather than a salesperson. Here’s how to do it, including sample scripts.
If you feel like your sales skills stink, I’m going […]

Do You Value Yourself & Your Business High Enough?
By Jim Kukral · June 24, 2008 @ 1:44 pm
Good question, eh? I’m willing to bet you suffer from what most people suffer from… devaluing yourself or your business. You know… charging too little, or not making your value known to customers and employers.
Admit it, it’s ok. […]