Prospects

Prospects

Two Words that get Prospects’ Attention

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Dan Richards
 Printer-Friendly Version  Email This Article A couple of years back I chaired a conference at which one of the speakers was a woman who’s built her business around ...
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Three easy steps to effective networking

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Dan Richards
 Printer-Friendly Version  Email This Article In the question period after a webinar I did yesterday for the U.S. advisor site Horsesmouth, one advisor asked about engaging prospects in ...
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How to Warm Up Your Prospects

Gears
Norm Trainor
 Printer-Friendly Version  Email This Article by Shauna Trainor, The Covenant Group March 13, 2013 To advance prospects through the marketing pipeline and eventually guide them to the sales ...
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Ten Minutes that Uncovers What’s REALLY Important to Prospects

dan-r
My Practice
 Printer-Friendly Version  Email This Article by Dan Richards, ClientInsights.ca It can be incredibly hard to get prospective clients to let down their guard and talk openly about what ...
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Making 2013 Your Breakthrough Year for New Clients

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Dan Richards
 Printer-Friendly Version  Email This Article With the first month of 2013 behind us, many of those resolutions at the beginning of January relating to diet, weight or exercise ...
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Four Steps to Get in Front of Million-Dollar Prospects

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Dan Richards
 Printer-Friendly Version  Email This Article by Dan Richards, ClientInsights.ca For most advisors, once you’re face to face with a prospect, you have an excellent chance of signing them ...
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Recognize and Seize Your Business Opportunities

Gears
Norm Trainor
 Printer-Friendly Version  Email This Article by Norm Trainor, The Covenant Group Entrepreneurswho have been working in a specific market for many years may sometimes feel as if they ...
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What Story are you Building for the Client?

Gears
My Practice Norm Trainor
 Printer-Friendly Version  Email This Article by Anthony Lam, The Covenant Group A common discussion in the world of customer service is how to build a narrative for your ...
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Is Attracting Referrals Passive?

Speaking Narrow
My Practice
 Printer-Friendly Version  Email This Article by Stephen Wershing, The Client Driven Practice Thomas Coyle, in an article in the Wall Street Journal last week, suggested that a strategy ...
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Referrals can Expand Your Circles of Influence

Gears
My Practice Norm Trainor
 Printer-Friendly Version  Email This Article by Shauna Trainor, The Covenant Group Marketing your organization has many interconnected components. The advertisements you place in print publications must carry a ...
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The Final Step to Make Client Meetings Truly Successful

danrichards
Dan Richards
 Printer-Friendly Version  Email This Article by Dan Richards, ClientInsights.ca Advisors invest a huge amount of energy on their client meetings, with a goal of having clients leave feeling ...
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Turning Warm Leads into Meetings

dan-r
My Practice
 Printer-Friendly Version  Email This Article by Dan Richards, ClientInsights.ca Most advisors tell me that once they meet with prospects, they have an excellent success rate converting those prospects ...
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How Has Your Business Evolved?

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My Practice Norm Trainor
 Printer-Friendly Version  Email This Article   by Norm Trainor, The Covenant Group The Covenant Group’s financial advisor training programs demonstrate the importance of building your business. Not only ...
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Engendering and Honouring Client Trust

Gears
My Practice Norm Trainor
 Printer-Friendly Version  Email This Article   by Anthony Lam, The Covenant Group Trust is the foundation of a financial advisor’s relationship with his or her clients. Without it, ...
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When You Describe Your Differences, Say What Others Say About You

Speaking Narrow
My Practice
 Printer-Friendly Version  Email This Article   Your clients’ words are more credible than yours. To attract new clients, you have to establish why you are different. Beyond why ...
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