http://www.iris.xyz/development/art-gaining-referrals-clients There’s an ocean of new business out there this year! Are you “fishing where the fish are”? Mark Magnacca is one of my all-time favorite best-selling authors in the financial services and sales industries. One of the key points he’s made in his books and seminars, is the importance of fishing where the fish […]
Tag Archives | financial advisor
Understand Client Psychology aka What Makes Them Tick
Most of the most successful advisors I’ve met over the past 25 years make it a point to understand the mindset of their clients and prospects before they ever talk about investments. They know it’s important to understand what experiences they have had in the past, any fears they have about investing and what their […]
Adding Value In Life
During the last 27 years of my career in the financial services industry, I’ve been hired by a few great companies and a few mediocre companies. Business was easier to find when I was with the great companies but I had to work five times harder to gain traction when I represented the fledgling mediocre […]