Category Archives: Sales Process

What Beneficiaries do not Know Could be bad for Your Client Relationships

The Beneficiary Book was born on January 20, 1990 by Marty Kuritz who was a financial advisor at the time.  Here is his story about why he took the time to create the book. “I flew from San Diego to … Continue reading

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Financial Rules of Thumb

One of the first orders of business with a new prospect/client is to learn about their cash flow.  What comes in and what goes out.  The next step is to match the cash flow numbers against some averages.  Below are … Continue reading

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The Initial Interview (Part 4 of 4)

The Initial Interview (Part 4 of 4) So far in this series we discussed scripting your story, networking and your brain.  In Part IV the topic is building trust and stronger more durable relationships. The main goal of the Initial … Continue reading

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Part II – Networking & The Planning BluePrint

In the last blog I talked about the Seven Questions that you should answer for a prospect. In Part II we are going to discuss building a visual aid of your services and developing a network that will provide you with … Continue reading

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Female Friendly Quotient (FFQ)

For More information about working with women click on these links: Kathleen Burns Kingsbury; How to Give Financial Advice to Women, Attracting and Retaining High-Net-Worth Female clients.  http://www.kbkwealthconnection.com/ Don’t Forget the Women; a blog by Ed Howat: http://addiewoods.com/blog/?p=717

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If Your Dentist Ran You Pracitce

What would your dentist suggest that you do to improve the way your run your practice?  Can you take a page or two out of the Dental Practice Management Manual to help you work smarter, more profitably and have a … Continue reading

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Financial Rules of Thumb

Leave Blank:Do Not Change:Your email:  Merriam-Webster defines a “rule of thumb” as a general principle regarded as roughly correct, but not intended to be scientifically accurate.  Many of us have used rules of thumb in discussions with clients and prospects.  … Continue reading

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Handling Objections

Leave Blank:Do Not Change:Your email:  On Thursday, February 10, 2011 I had the privilege to share the stage with Jeremy Oliver, a Woodbury Financial Services Advisor to discuss the topic of Handling Objections.  Here are a few of the notes … Continue reading

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Are You An Arsonist or A Firefighter?

Leave Blank:Do Not Change:Your email:  Many years ago I was told that there are three types of people in the world: those who make things happen; those who watch things happen and those who wonder what happened.  The first group, … Continue reading

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