Handle the “I looked it over and not interested.”
Don’t you hate when this happens?You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…Right out of...
View ArticleUnderstanding Clients’ Core Values
Unconscious bias – as well as your own beliefs and emotions – can test your ability to put clients’ best interests first. Even though my practice is guided by the saying, “keep a quiet mind and an open...
View ArticleOne Big Mistake to Avoid
When you talk about your business to prospects – in person, over the phone, or even on your website – are you setting yourself up as the hero? If so, you’re making a BIG mistake!In my newest book,...
View ArticleHow To Find And Attract New Insurance Sales
Would you like to know the best insurance prospecting strategies for you to consistently find and attract new sales? And then learn how you can do it all in your local community?Whether you are new or...
View ArticleThe 5 Secrets to Get Your Email Answered
Tired of your emails not getting answered?If you’re a sales rep who is sending emails and waiting… and waiting for responses that never come, then why not use some best practices that will give your...
View ArticleRewarding Referrals Creates More Referrals
Let’s start with some empirical evidence – then we’ll get to the “how to.” I’ve seen two studies that indicate rewarding clients for giving referrals stimulates more referrals. The first study was a...
View ArticleThe Power of Optimism in Sales
Leo Tolstoy observed, ‘Faith is the force of life.’ Faith is also the force behind successful selling. The optimistic salesperson conveys an attitude of confidence to the buyer. The result? Lots of...
View ArticleIf You Love Sales, Then Pass This On
Whenever I’m at a used bookstore, I always browse the business section. There is gold in those isles. I found a short book called, The Salesman’s Book of Wisdom,by Dr. Chriswell Freeman, and the...
View ArticleWhen Prospects Go Cold on You
Don’t you just hate it when a prospect, seemingly very interested in the work you do, suddenly goes MIA?Of course, there are any number of reasons why this can happen. It’s possible, that you didn’t...
View Article7 Notes That Will Triple Your Referrals
Everybody wants everything done fast, don’t they?!!! Unless it is done to them.Doctors are told to spend less time with each patient so that the hospital can make more money. Be faster! That’s not...
View ArticleOne Technique to Avoid Ghosting
We’ve all been through it: You set an amazing demo or presentation call and, and…they don’t show up!Or, you have an amazing, and what you think is an engaging demo call and you set a call back and,...
View ArticleI Just Need More Prospects
Most of the agents we talk to will tell us… “I do not have a problem closing sales once I am in front of prospects! I just need more prospects!”However, what most of these agents do not realize is that...
View Article10 Productive Networking Hacks
When I tell people that I hate going to networking events, I usually hear, “What? The Referral Coach doesn’t like networking? Isn’t that blasphemy or something?” Well… I didn’t say I hated...
View ArticleFour Knock-Out Business Networking Strategies
To grow your business, land a job, learn something, socialize, solve a problem, help someone… Whatever your focus, there are four business networking strategies that can help you achieve more, do it...
View ArticleReferrals Aren’t Enough Anymore!
Have you noticed how difficult it is to reach people these days? I’m sure you have. It’s hard enough reaching our existing clients, let alone prospects. The days of walking away with names and numbers...
View ArticleStop Talking Past the Close
How many tie-downs and trial closes do you or your team use during their presentations?If you’re thinking, “What’s a tie-down? What’s a trial close?” then you’re in trouble…In an earlier blog, I...
View ArticleCreating a Powerful Bio
You should never have to talk about your credentials with a prospect. They should always precede you. You should always send a bio in your confirmation letter. You should never be in a position,...
View ArticleWhy You and Your Practice Should Be on Instagram
Twenty years ago, advertising your financial practice was much different than it is today. Your best bet then was television, but with the cost of filming and production, it was too expensive to use...
View ArticleHow Many Sales Opportunities Do You Miss?
And I mean every day!I often share a story about one of the networking connections I made when on an airplane. I struck a conversation up with a young woman who was seated next to me. In fact, I always...
View Article5 Ways to Get Your LinkedIn and Email to Stand Out
I feel your frustration! You send email and LinkedIn messages to prospects and they don’t always respond. Even when your client told the prospect you’d be reaching out… crickets!Your prospects are...
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