Archive for May 2010

Last week we considered communication skills, the third part of the three essential factors in the success of any program designed to improve performance and increase production.  Now let’s look at the first two parts, which are closely aligned: Personal Time-Management Organizational Skills One of the best approaches to time-management is to time-block your calendar. …

There are many programs designed to help financial professionals become more successful.  Sales training, sales systems, marketing approaches, seminar systems, and networking programs, are just a few of these aids to increasing performance. Most of us measure success of a program by the results we obtain.  In the case of poor or disappointing results, we…

The old-fashioned, pre-conceived image of a salesperson is their use of high-pressure tactics.  In today’s marketplace there is no tolerance for that.  However, any time a salesperson is making a proposal that requires a decision on the part of the prospect, there is pressure created within the prospect.  Internal pressure to make a decision must…