Getting Introduced to Affluent Prospects
Here are some strategies to improve your chances of getting connected with your new referral prospects – especially those more affluent prospects. In our Referral Advantage Program™, Step #7 deals...
View ArticleHow to Get More Referrals from a Networking Group
I was inspired by a question asked of me by a top producer at, well, a top producers meeting. I belong to a referral group that meets once a week for the past 4 months. No sales yet. What could I be...
View Article7 Strategies to Get to the Top and Stay There
Over the last 17 years of working in the financial services industry, I’ve had the opportunity to interview and study many top producers. This month’s column is devoted to 7 strategies that you can...
View ArticleHow to Leave Effective Voice Mails
One of the hardest things for sales reps to handle is a prospect who is not responding to them after they have done a presentation to them. I’m sure you’ve got some of them in your pipeline right now....
View ArticleThe 6 Steps to Build Your Referral Pipeline Through Positive Networking
Networking, which builds strong relationships, is regarded as the critical skill to find new clients and to keep the ones we have. Networking helps to create long-term working relationships by...
View ArticleCalling Your New Referral Prospects
This month’s article from Bill Cates is inspired by strategies covered in his new book Beyond Referrals… What do you say when you get on the phone with your new referral prospects? Here’s a template...
View ArticleUnusual Places to Network – or What I Call Serendipitous Networking Everywhere
Prior to starting my own consulting firm, shopping for unusual items was an interesting pastime. Little did I know that such a “hobby” would result in a $50,000 sale for my business. It all started...
View Article10 Ways Smartphone Technology Can Optimize Health Insurance Plans
In the new healthcare environment, brokers are being called upon to play a crucial role in creating health plan value, counseling clients and helping them to determine the best service offerings on the...
View ArticleThe 2 Reasons Referrals Fail and the 5-Steps to Make Them Sail!
We would all like our clients to come to us from referrals, for obvious reasons. And there have been hundreds of books and thousands of articles written about how to get referrals. Yet we all still...
View ArticleGetting Introduced to Affluent Prospects [With Bonus Download]
This month’s article from Bill Cates is inspired by strategies covered in his new book Beyond Referrals. In our Referral Advantage Program™, Step #7 deals with how to maximize the connection between...
View ArticleSix Powerful Prospecting Tips to Build Your Business
Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each...
View ArticleHow to Use Social Events to Meet New Prospects [With Bonus Download]
I think it’s no longer enough to settle for referred leads. We want introductions or connections to our new prospects. With referred leads, you may emerge from an appointment with 10 names and phone...
View ArticleGenerating Higher End Leads by Going Against Conventional Wisdom – 3 Critical...
Google and a consortium of web researchers announced in 2012 that the insurance industry is the biggest segment of web marketers (Kim, Larry. Wordstream. Jan 2012....
View Article7 Strategies to Get to the Top and Stay There
Over the last 17 years of working in the financial services industry, I’ve had the opportunity to interview and study many top producers. This month’s column is devoted to 7 strategies that you can...
View ArticleThe Single Most Important Step in Creating Referrals Without Even Asking...
When was the last time you did business with a person or company and they checked in with you later to see if you were a happy customer/client? It doesn’t happen often. Why? Either they don’t have a...
View Article4 Reasons Seminars are the BEST Way to Grow Your Business
If you turn back the clock, there was a time when hiring a professional was as common and easy as searching through the Yellow Pages. Clearly things have changed in today’s world. With the advent of...
View Article7 Ways to Get Referrals without Asking [Bonus Download Included]
I’m a big believer in asking your clients for referrals. But you can’t ask every client for referrals every time you meet with them. Here are 7 proven ways to promote referrals to your clients. About...
View ArticleHow to Raise Your Referability Factor [Bonus Download Included]
When it comes to serving your clients, do you follow a specific model that drives your behavior or are you winging it? And, do you think your clients can tell the difference? You bet they can!...
View ArticleThe Secret to Asking for Referrals – Without Annoying Your Clients [Bonus...
Let’s start with the truth. Not all clients like to give referrals. For some of your clients, you could run into a burning building and save their children, and they still wouldn’t give referrals. And...
View ArticleTips for Writing Effective Prospecting Sales Script
Many people think they can just “wing it” or they “know what they want to say” when prospecting for new clients. On the telephone, however, you have 10 seconds to grab and hold your prospect’s...
View Article
