Thanks to our MSP clients all over the country, we’ve gained some key insights into how the most successful salespeople in the industry are catering…
You should be asking for the next meeting in 90 percent of your appointments, with the remaining 10 percent being unique sales circumstances or the…
Monty Hall, the famous game show host, once said, “I’m an overnight success, but it took twenty years.” From the outside, the mega-hit businesses or…
Approaching sales with an open mind can be deceptively difficult. After all, most advisors would consider themselves open-minded individuals. If we don’t address the subtle…
When your MSP is well-established and you have fleshed out your ideal prospect – meaning that you have moved beyond taking any and all business…
Any conversation between two people is compromised of four voices. This is a bit like playing the cards as well as the player, but the…
Early on in the growth of your business, the wins can often come quickly and easily. Unseating the incumbent should become a regular part of…
Advisors, in some cases, can overlook the potential return of meeting a prospect who does not quickly become a client, especially in the life insurance…
Unspoken obstacles are like rocks beneath the surface of the ocean. You might not see them, but they can sink your ship if you do…