In our work as an appointment-setting firm, we have a direct window into the businesses of advisors from around the country. When we see one…
John and Dan revisit the process of finding pain and use an in-depth roleplay to demonstrate how techniques for finding pain might play out on…
Who should be where. Who does what. Who is the best person to handle a certain play. In the high-stakes structured chaos of a football…
In this webinar, Dan and John talk about how you can use body language in person and on the phone to put your prospect at…
If we pull back and look at our own lives, we can see why well-intentioned prospects might distort the truth during a sales conversion. Think…
First, find your client’s dark corners. Now... find a way out. Identify and illuminate the problem that we can solve; challenging our prospect to look…
This webinar can help you to quickly identify and correct common sales missteps to make your next sales appointment more effective and potentially more profitable.
John and Dan are back with a sales insight that many advisors desperately need. If you follow the traditional proposal process, you give your clients…
If you take these three changes to heart and apply them to your business, what we covered here in a few brief paragraphs can have…