Generation WHY?: Managing, Partnering with and Marketing to Millennials

Jun.25

By Jonathan Rogers

Born between 1982 and 2000, there are about 32 million Millennials in the US workforce, and more keep coming. Ignore them at your peril! By knowing these key traits you will begin to understand this generation and have more successful relationships with this young—but influential—group. Small adjustments can have a big impact!

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Closing the Sale Without Begging: Part Two

Jun.19

By Todd Duncan

In part one of Closing The Sale Without Begging, we discussed the first two steps of how to close a sale by earning your customer’s trust.

Step 1. Be Original: Say something new.

Step 2. Be The First To Add Value: Adding value is the key to closing the sale in any industry.

To close a sale effectively our actions must lead to buy-in first. If your prospects don’t trust you, they will remain reluctant to buy from you no matter how many times you ask for their business. It’s simple: buy-in must come first or you will have to beg to close a sale. And handouts are no way to earn a living, especially when you don’t have to. Now onto step 3 of Closing the Sale Without Begging.

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Closing the Sale Without Begging: Part One

Jun.12

By Todd Duncan

Every salesperson has made the fatal mistake of trying to close the sale without first earning a customer’s trust. Asking for a prospects’ business without out an ounce of indication that they are ready to buy from you is just looking for a handout. It’s petitioning for a sale without earning your prospects’ vote and then, like a spoiled six year old, complaining that you didn’t get what you wanted when your prospect says no. If that becomes your way of doing business, you’ll end up begging for more than sales. You’ll end up begging your boss for your job.

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The 7 Steps to Hire and Train an Asset Assistant

May.30

By Daniel Harkavy

“I don’t have time to meet with my partners, to write the thank you notes, to follow up with my most valuable clients, or to implement our new status campaign!  I am just too busy.” Do any of these challenges sound familiar to you?  One of the most common struggles experienced in the life of a producer is filling their day with High Payoff Activities (HPOA). They spend too much of their time in reactive and Low Payoff Activities (LPOA).  I would say that our coaches work on this one area with nearly 100% of our clients.  We see the most dramatic increases in one's production and income when they truly master utilizing an assistant or team of assistants.

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Relationships Must Be Essential

May.29

By Todd Duncan

The Law of the Courtships says that for a sales relationship to work on the outside, it must first be right in the inside. In other words, to build loyal, lasting relationships with your clients, you must take the time to know them, not just know about them. And you must let them know you.

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Staying In Control

May.21

By Todd Duncan

Have you ever tried to have a perfect day and it didn’t work out as you planned it? The good news is that if you can visualize a perfect day, you can make it happen. But you may have to change the way you think. First and foremost, you need to understand that event management, not time management, is the critical factor for creating the perfect day.

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The Foundation of Business Efficiency

May.15

By Todd Duncan

Have you ever had a game plan for your day but by 9:30 am it was thoroughly messed up? Have you ever then stayed relatively messed up the remainder of the day? Have you ever gotten to the end of a day like this and felt like it was a waste? If so, you are not alone.

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Adding Value Adds Stability

May.8

By Todd Duncan

There is no greater discipline in the High Trust Selling Process than adding value.  A regular dose of value decreases the likelihood that your clients will be wooed by your competitors and therefore increases the stability of your business.

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