business strategy

There is a formula for success used by many who have achieved great success.  Many of them did not know they were actually using a formula; they simply followed their instincts. The five-step formula is as follows: Know exactly what outcome you are trying to produce. Take appropriate action towards attaining your objective. Develop sensory…

I’ll bet that everyone knows the KISS method.  It is often stated as, “Keep It Simple Stupid.”  I’ll also bet that you don’t know the origin of that KISS statement. Fred Herman was a sales trainer in the early seventies.  He wrote a book titled, KISS, Keep It Simple Salesman, published in 1973.  He also…

The last of our Seven C’s of Self-Leadership is Communication.  This is where it all comes together.  The first six “C’s” have prepared us to take the final and, most important step, communicating effectively. • How will you effectively communicate what you stand for, the difference you intend to make, and the benefit(s) your clients…

Last week, we looked at the first three principles and practices of the Seven C’s of Self-Leadership.  This week let’s consider the next three. 4. Competence a. You must be an expert in your field; know what you are doing and why. b. Learn your craft and develop your skills for the greatest impact and…

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…

In the early years of sales training, insurance agents were taught to open all interviews with small talk; warm the prospects up, win them over, and get them to like you by making positive comments about their office, home, family, or photos. Next time, try this updated approach to set the stage:      …

En•gage (en’gāj)   verb Occupy, attract, or involve someone’s interest or attention. Cause someone to become involved. Engagement is established between an authentic professional agent/advisor and a receptive qualified prospect. Everybody wants to be engaged, don’t they?!  After all, the key to success as a financial professional is having lots of interviews with prospective clients. The…

Many of you, who know me personally, know that in my alternative life, I am a musician.  Music is always rolling around in my head.  My wife says, repeatedly, that I often speak another language – lyric-ese.  It spills through in everything I do, at times even my business.  Indulge me, as this is one…