Prospects

How to Warm Up Your Prospects

Wednesday, March 13th, 2013

by Shauna Trainor, The Covenant Group March 13, 2013 To advance prospects through the marketing pipeline and eventually guide them to the sales process, salespeople in any industry need to keep their targets “warm.” Do you have a strategy for how you ensure you are at the top of prospects’ minds? What have you done […]


Ten Minutes that Uncovers What’s REALLY Important to Prospects

Wednesday, February 27th, 2013

by Dan Richards, ClientInsights.ca It can be incredibly hard to get prospective clients to let down their guard and talk openly about what really matters to them. And this isn’t just limited to prospects – some particularly private clients can be slow to share the non-financial aspects of their lives. That’s why a 10-minute Priorities […]


Making 2013 Your Breakthrough Year for New Clients

Thursday, February 14th, 2013

With the first month of 2013 behind us, many of those resolutions at the beginning of January relating to diet, weight or exercise are distant memories. That’s why this might be an opportune time to consider a new resolution for 2013 relating to your business – and that’s to make this the year that you […]


Four Steps to Get in Front of Million-Dollar Prospects

Thursday, January 31st, 2013

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 up – not the slam dunk that it might have been fifteen or twenty years ago, but good odds nevertheless. The big challenge is getting that face to face meeting. That’s why […]


Recognize and Seize Your Business Opportunities

Thursday, December 20th, 2012

by Norm Trainor, The Covenant Group Entrepreneurswho have been working in a specific market for many years may sometimes feel as if they have hit a glass ceiling. If you think you have targeted as many clients as possible in your niche, it may be time to reflect on other markets or ideal client profiles […]


What Story are you Building for the Client?

Wednesday, December 12th, 2012

by Anthony Lam, The Covenant Group A common discussion in the world of customer service is how to build a narrative for your clients. Some of the biggest brands have achieved lifelong loyalty from consumers and continue to draw in more customers. This is because they have focused not only on the quality of their […]


Is Attracting Referrals Passive?

Wednesday, December 5th, 2012

by Stephen Wershing, The Client Driven Practice Thomas Coyle, in an article in the Wall Street Journal last week, suggested that a strategy for attracting referrals, rather than asking for them, is passive. He went so far as to describe my approach as a “wallflower strategy.” I have heard similar comments before. It makes sense. […]


Referrals can Expand Your Circles of Influence

Wednesday, November 7th, 2012

by Shauna Trainor, The Covenant Group Marketing your organization has many interconnected components. The advertisements you place in print publications must carry a similar message to those you display online as well as the blog posts, newspaper columns or newsletters you write. In this marketing mix, we sometimes forget about one of the most powerful […]


The Final Step to Make Client Meetings Truly Successful

Tuesday, October 30th, 2012

by Dan Richards, ClientInsights.ca Advisors invest a huge amount of energy on their client meetings, with a goal of having clients leave feeling positive about their advisor and about their financial situation. But many advisors miss on the final step to make meetings truly successful – a follow up letter or email that documents what […]


Turning Warm Leads into Meetings

Wednesday, October 24th, 2012

by Dan Richards, ClientInsights.ca Most advisors tell me that once they meet with prospects, they have an excellent success rate converting those prospects into clients. That’s why I got an exceptional response to last Monday’s article on how approaching friends and casual acquaintances about the possibility of working together, using a low-key technique called signaling. […]