Money For Lunch – selling advice

Post Tagged with: "selling advice"

Provide Service Profoundly, and Grow Rich!

September 15, 2014 6:00 AM0 comments
Provide Service Profoundly, and Grow Rich!

My friend and colleague, coach and author Steve Chandler, wrote this earlier this year: “Most people try to move toward wealth in embarrassing, clumsy ways.  They have cynicism programmed into them from an early age.  So they want a course called Manipulate and Grow Rich, or Network and Grow Rich or Win […]

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What Social Media Isn’t

April 22, 2014 3:00 PM0 comments
Tom Hopkins - Money For Lunch Contributor

By Tom Hopkins, sales expert and author of When Buyers Say No I entered the field of selling at a very young age and proceeded to fail miserably.  The very short story of what led to my eventual success, setting sales records that were unbeaten for decades, is that I made […]

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Coffee is for Closers!

April 7, 2014 3:37 PM0 comments
Coffee is for Closers!

If you’re in sales and you haven’t heard the popular phrase “coffee’s for closers”, then you might want to schedule a movie night for yourself or your sales force. The famous line is from the classic motion picture Glengarry Glen Ross, and has been repeated frequently in sales circles since […]

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Success Mindset: Don’t Throw the “Quit Switch”

March 14, 2014 2:59 PM0 comments
Success Mindset: Don’t Throw the “Quit Switch”

At the beginning of his classic self-help book, Think and Grow Rich, Napoleon Hill tells the story of R. U. Darby and his uncle, who went out to Colorado from their homes in Maryland to strike it rich digging for gold. After finding a carload of ore, their mine ran […]

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Business Growth: Put Referrals on Your Agenda

February 26, 2014 9:54 PM0 comments
Business Growth: Put Referrals on Your Agenda

A few years ago, I presented a teleseminar for advisors throughout the U.S. on referrals. During the live Q and A, Paul, an advisor in the Midwest, expressed frustration with his efforts to grow his practice by asking for introductions. “I ask my clients about people they know who could […]

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Two Professionals: How Outlook Shapes Success

February 22, 2014 9:25 PM0 comments
Two Professionals: How Outlook Shapes Success

I wanted to share with you a favorite hypothetical of mine: Let’s imagine two professionals in the same field.  We’ll call them Advisor A and Advisor B. We’ll give them the same educational background, the same training, the same resources and connections, and even similar personalities and work ethic. But […]

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The GREAT Little Marketing Secret: Send a Note Card.

November 21, 2013 7:38 PM0 comments
The GREAT Little Marketing Secret: Send a Note Card.

Thank clients for their business.  Thank them for referrals.  Remind them about their appointments.  And do each of these…with a handwritten note.  Find an excuse to send a note card to people you meet, people who provide services to you, and people who you serve. We have all become so accustomed to communicating by email, text, and other […]

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Small Talk, BIG SALES: Lessons from a Master Moneymaker

November 16, 2013 1:25 AM0 comments
Small Talk, BIG SALES: Lessons from a Master Moneymaker

Mehdi Fakharzadeh is one of the most successful insurance sales agents in history.  At 92, he is still taking on and servicing clients. Mehdi achieved his success despite starting out with a severely limited grasp of the English language and American customs.  Now, at the top of his industry, he […]

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Client Retention: They Changed Their Minds!!!

November 13, 2013 8:45 PM0 comments
Client Retention: They Changed Their Minds!!!

After two visits—a total of six hours—advisor Marianne had gotten an enthusiastic “thumbs up” from her new “almost clients”—a young professional couple with small children—to prepare a financial plan for them.  The plan would specifically include some much-needed life insurance.  There was no doubt the mission was going forward! But […]

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Time Management: Toss the “To Do” List!

October 31, 2013 9:06 PM0 comments
Time Management: Toss the “To Do” List!

Every week, I try to provide you with a message of value—either to keep you motivated, or to help you hone your skills to get more clients—or for whatever else you want in your life.  Today’s message has an almost Shakespearian relevance: “To Do” or “NOT to Do”…That is the […]

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