When you use the Stepping Stones© methodology, you're naturally pre-empting each of these, primarily if you use the pre-prepared list approach, to allow you and the client to laser focus your "Anybody's". That's being professional. So if you use this approach, you shouldn't have clients respond as above. If you hit a brick wall, treat…
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A Client Referral Trade Secret
We all love a trade secret, don't we? A tip or technique that only people in the trade know of. Here's one from financial advisers. Especially useful for those mortgage advisers who also take protecting their clients very seriously. Which is all of you, naturally. Ideal for life assurance in single names and Wills. The…
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The Real Secret to Seminar Selling
Plenty of financial advisers, wealth planners and mortgage brokers run public seminars to attract new clients. The model has been around for years and has only recently migrated to the online virtual platform. The old days consisted of plush hotel rooms, canapes and wine. But the content hasn't changed. The objective is to inform and…
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How to Keep Your Mortgage Clients
St Peter is waiting at the Pearly Gates of Heaven as a newly recruited man approaches. "What would you prefer, Sir, Heaven or Hell?" "I'm not sure. Can you show me heaven please, and I'll decide". So St Peter shows the man around the most luxurious, safe and warm place. Full of birds singing, children…
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How to Use Facebook to Generate Leads
Facebook. Love ‘em or hate them. US politicians seem to have it in for them at the moment, blaming them for everything – stirring racial tensions to encouraging anti-vacs. But whatever you think of them, they’re mighty profitable. Last quarter alone, they reported $29 billion in revenue, most of which was from advertising. The advertising…
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