When I built my wine cellar, I mentioned it to a colleague who also had one of his own.  He welcomed me to the ‘club,’ and imparted this interesting piece of advice:
“Terry,” he said, “now your first instinct is going to be to fill that wine cellar up as fast as you can.”
I nodded in […]

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. […]

Keep Your Clients Close to You
by Duncan MacPherson, co-author of “Breakthrough Business Development: A 90 Day Plan to Build Your Client Base And Take Your Business To The Next Level” and co-founder of Pareto Platform
With the economy in a somewhat slow mode, it becomes increasingly important to take good care of the business you already […]

When you recommend a restaurant to someone, or a fine bottle of wine, or a really good massage therapist, have you wondered what is motivating you to do so?  How about music? What is the psychology going on behind the scenes when I tell you that you absolutely must listen to this great band that […]

I was talking to one of my employees about procrastination today, and it made me think of how common it is… and the impact it has on a business.
Dawdle, adjourn, dally, drag your feet, defer, postpone, delay, put off – whatever you call it, it’s a disease that affects most of us to some degree.
 
An […]

Athletes Against Autism
May 2008

FOR IMMEDIATE RELEASE
PRO ATHLETES HELP DRIVE AUTISM CLOSER TO A CURE AT THE INAUGURAL CANADA ATHLETES AGAINST AUTISM GOLF TOURNAMENT AUGUST 10 - 11
Current & Former NHL Stars including Olie Kolzig, Scott Mellanby, Byron DaFoe, Mike Vernon, Chuck Kobasew and Todd Simpson are Among Those Expected to Tee Off in Support […]

Media Release
September 2007
For Immediate Delivery
Plan your success with 90 days and four steps to attract clients and increase your business income

Breakthrough Business Development: A 90-Day Plan to Build Your Client Base and Take Your Business to the Next Level By Duncan MacPherson and David Miller
We’ve all heard the maxim: 80 percent of business comes from […]