Sales, Marketing, and Advertising

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 …

While people enter the sales profession for many different reasons, chief among those is the desire to earn a very good income. One of the facts I have learned from 30 years of working as a Sales Psychologist and performance coach is that if you don’t have a strong desire …

  Why doesn’t everyone do business with you? Why aren’t you managing 100% of your client’s assets? All of your prospects and clients have objections, stalls and resistances. How do you deal with these concerns? With words. If your words are not good enough, you will lack success in turning …

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 …

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 …

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 …

Several of my friends and clients predicted that my most recent article, “How to Deliver Powerful and Profitable Seminars,” would produce more responses than any article I had previously written. They were correct. To date, I have received more than 110 emails and more than a dozen phone calls from …

Publishing a book is one of the most powerful methods available for building a thriving practice. Besides helping thousands of people achieve their financial goals, a book can establish you as a true financial expert. Prospects and clients will look at you differently, and you’ll have access to the most …

Many financial planners and registered representatives dream of publishing a book. Why? Publishing a book is one of the most powerful methods available for building a thriving practice. A book establishes you up as a true financial expert. Prospects and clients look at you differently once you have published a …

Despite all the gloom and doom in the press about the stock market meltdown, many financial advisors are having their best year ever. What is their secret? A large percentage of them are using the power of seminar marketing to tell their story. However, not all seminars are effective. A …