Feeling scattered? Consider going narrow. And deep. Like many of my readers, I am a regular at industry events and conferences, sometimes attending several in just a few weeks. The...
Want to build a great team? Try watching the NFL Combine. My son loved playing high school football, and during those years we established a tradition of camping on the...
Nearly every sales system or methodology addresses the complicated relationship between prospects and the truth. Put gently, prospects will often tell us what they think we want to hear. More...
To Sell More, Replace Pain with Optimism First, find your client’s dark corners. Now… find a way out. One of the many challenges of sales is that we are often...
You may need an app. And you may also need to make even more cold calls… Bob Dylan might not have been thinking about advisors, but he was right when...
Book a meeting from a meeting and watch your sales numbers grow. The motto “B.A.M.F.A.M.” has become ubiquitous in our office because one of our team members, Alisha, has used...
Maybe your fears are a sign that something is wrong. Monty Hall, the famous game show host, once said, “I’m an overnight success, but it took twenty years.” From the...
John Pojeta is back with more ideas about how to turn prospects into clients. If I were to ask you if you have an open mind when you enter a...
Sometimes, making sales is about pulling prospects away from your competitors. As your practice matures, winning a sale means that someone has to lose. Early on in the growth of...
Sometimes, the best prospects are the ones who, originally, got away. The combination of a traditional sales mindset and industry developments—such as the rise of aggregators—can mean that advisors overlook...