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Dan Solin on investing, advisor marketing and turning prospects into clients. Page 19.
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Mar 10, 2014The (lack of) Power of Positive Thinking
Sometimes the best advice is the most obvious.
Mar 5, 2014The Secret to Selling to Women
I love this quote from George Carlin: Men are from Earth, women are from Earth. Deal with it.
Feb 23, 201410 Reasons to Banish PowerPoint From Your Sales Presentations
In smaller meetings, and particularly in one-on-one presentations, presentation tools like PowerPoint and a whiteboard can be sales killers.
Feb 12, 2014More Powerful Than Morphine, But Not Addictive
Financially successful people are often caught up in the endless pursuit of status which yields frustration instead of contentment.
Feb 4, 2014This Trait Will Improve Your Sales And Make You Charismatic
Without demonstrating empathy, you cannot make an emotional connection. Without making an emotional connection, you have significantly lessened the possibility of making a sale.
Jan 29, 2014The Sales Killing Mistake Made By Every Investment Advisor I Know
Every investment advisor I know has a fairly standard procedure for dealing with initial calls from prospects.
Jan 27, 2014Self-Help Can Be Worse Than No Help
I am amazed at the number of times I have been unable to find support for theories or "facts" that many assume are not subject to debate.
Jan 22, 2014A Surprising Trait That Correlates Directly With Success in Sales
Innate talent is a wonderful quality, but there's another trait that's just as important when it comes to predicting success. It's not creativity, emotional intelligence, charisma, self-confidence, emotional stability or even attractiveness. What is this trait?
Jan 20, 2014Your Agenda is Killing Your Agenda
Ditch your agenda! While you are at it, eliminate all presentation!
Jan 17, 2014The Secret to Converting Prospects Into Clients
An investment advisor who engages in a discussion of risk and return data, structured notes, hedge funds and annuities will make no emotional connection.
Jan 14, 2014Effective Sales Tips for Investment Advisors
I have never met an advisor who does not want to increase her assets under management, yet this subject is rarely discussed at advisor conferences.
Jan 1, 2014Providing "helpful" data can kill a sale
Have you ever approached a stranger in a foreign country to ask for directions, and the response was something like "no speak English"?
Dec 30, 2013Win the Argument. Lose the Sale.
When you are engaged in trying to persuade a prospect that his view of your service or product is wrong, marshaling facts supporting your view is the road to sales hell.
Dec 29, 201310 Perils of "Presenting"
When you are trying to convert a prospect into a client, it's only natural to feel the burden of "making the case" for your service or product.