more prospects

Build Rapport & Connect with More Prospects to Have a Larger Pipeline

If we have a strong personal or professional relationship with someone, we are more apt to listen to someone’s ideas and perspective. In short, relationship determines ...
statements 1

Elevator Statements and Brochures Don’t Work

Some marketing is simply not effective. In fact, marketing can actually have the opposite effect from what is desired. Case in point – the company brochure or even ...
Judy H 1

Niche Marketing – Small Is Better

In business, we often think that the bigger the market you are working with, the more profitable you will be.  Well, that cannot be further from the truth. When I ask other ...
elavator speech

Is Your Elevator Speech Hurting Your Business? Replace it with Your Authentic Value PropositionTM

This blog article is excerpted from Bill Cates’ newest book, Beyond Referrals. Fundamental to your business success is your ability to discover, articulate, and communicate ...
A time to sell

A Time to Sell

I recently got a LinkedIn invitation from a sales producer from a client company. Since I was familiar with the company, I accepted it. Here’s the response I received. Thank ...
8 essential things

8 Essential Things Clients Wish You Would Give Them

This article was originally published in Andrew Sobel’s newsletter Client Loyalty. Over the last 15 years, I’ve interviewed over 1,000 senior corporate executives about ...
Women and E2

Women and Entrepreneurship…A Winning Combination

Women are becoming entrepreneurs at a rate faster than ever before. According to the U.S. Census Bureau, women are taking the entrepreneurial bull by the horns. Over the ...
How to Gain Your Client's TRUST - Quick

How to Gain Your Client’s Trust – Quick

John, an experienced annuity producer, was meeting with a high-net-worth prospective client. As they talked, the prospect leaned back in his chair, so John leaned forward ...
Stop Doing These Four Things

STOP Doing These Four Things…If You Want to Continue Selling Life Insurance

You cannot continue selling life insurance in the same manner you’ve relied on for so long. Our client and prospect base is changing rapidly. Social media, three-second ...
Sales rep

Why Sales Reps Fail More Than 85% of the Time

There are two types of people who don’t like cold calls: the one making the calls and those on the other end of the line. Let’s face it; whether it’s from a great ...