Coaching and Consulting

Motivating High Achievers: Unique Ways to Motivate People Who Have It All

A well-accepted forecasting formula in marketing is that 20% of the salespeople bring in 80% of the sales. The economic health of many companies is based on the sales results achieved by their sales superstars. It is critically important that company executives understand the care and feeding of these top …

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How to Persuasively Describe the Benefits You Offer

In my previous article for MorningstarAdvisor.com (place link here), I shared with you some of the most powerful ways of building a deep level of trust and rapport with prospects during the initial client meeting. I also covered some of the most effective ways of building credibility and believability with …

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The Initial Client Meeting: Transforming Prospects into Clients

The Final and Most Crucial Steps to Success   In my previous three articles for MorningstarAdvisor (place links here), we took a look at the art and science of seminar marketing, one of the most powerful methods in existence for rapidly building a large financial planning practice. Assume you’ve done …

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The Greatest Seminar Mistakes Ever— And What We Can All Learn From Them!

At the conclusion of my previous article, I asked you to send in your greatest seminar mistakes. You were more than generous. Next to my laser printer I have a huge stack of papers documenting those mistakes and I will now share them with all the world. Some names have …

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