Many advisors' efforts to differentiate themselves end up conveying sameness. To be successful, you must convey the benefits of working with you to your clients
This book dealing with decision-making is useful in an era when many advisors do not receive formal sales training
Jim Ruta, a performance consultant and a speaker at the Expertinstitute.com, takes issue with the notion that sales professionals are “product pushers”. Ruta describes quality selling as understanding the needs of your clients and showing how they can accomplish their goals by buying the products and services you offer, without considering your needs first. He spoke at the TMX Broadcast Centre in Toronto.
Get more business without getting more clients
Taking an elementary approach is the best way to proceed
Success begins with attitude, says Caldwell Securities head
Help clients survive a sudden loss of income
What sets you apart from the advisors your prospect is already working with?
All things being equal, clients prefer to work with someone they like
Which markets performed best over the past 40 years? You might be surprised