Read Part 1 and Part 2 The questions that can bring the success of a sales call into clear focus are: “Who has more doubt about the situation, you or the suspect?” and “Who has more interest in the next meeting, you or them?”  D.U.I. (an acronym for creating Doubt, Urgency and Interest) is alive…

Read Part 1 I have found that a great place to start building credibility authority with each of your people is with a pipeline check.  Since the pipeline is the conduit from which all sales blessings flow, it warrants a periodic cleansing.  Starting here provides an opportunity to use the same skills and techniques you…

“This group is yours, so manage them. Do what you want; just get results!”  The words of your boss keep echoing in your mind.  Just get results!  You certainly have the responsibility.  “…manage them.  Do what you want….”  You obviously have been given the authority.  It’s all in place; you have both responsibility and authority. …

What does your past experience with clients tell you when they experience more confusion and anxiety about their finances than any other time in their lives? Most of you will probably immediately think of what we call “The Retirement Transition Phase.” This is when clients have reached a point when they want to retire or…