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Prospecting is Like Exercise

The more I learn about the challenges people face when it comes to prospecting, the more I am convinced that it is so much like exercise. Consider these similarities and decide for yourself!

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Who Decides Your Value?

You don’t determine your value; your clients do. Every client (and prospect) values something different—although they will likely have much in common as well.

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Follow Up Until: the Art of Gentle Persistence

When prospecting for sales, reaching out to someone is often the easy part. Whenever and however you make your initial contact (whether it’s through LinkedIn or even by a pre-approach letter), there is the next step: the follow up. This requires mastering the art of “gentle persistence.”

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Who Says There is No Silver Bullet?

There IS a silver bullet to life’s most perplexing problems, and to life’s most compelling goals. And it has been under our noses the whole time.

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How Much Are You Paying NOT to Prospect?

We all have to prospect, and for some of us, it’s an activity we tend to put off. What we often fail to understand is the COST of doing so. How much are you paying, right now, NOT to prospect?

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Out to Change the World in 2018? Don’t Bother.

If your goals for 2018 include changing the world, you may need to dial that back and focus on something a little less global…like your zip code.

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The Power of a Sentiment

As we wrap yet another year, we will also be concluding a time during which so many of us found ourselves extending holiday greetings to all those on our radar screen. Wishing friends, associates, and colleagues a Merry Christmas, Happy Hanukkah, and a Happy New Year is a common courtesy, and a sincere one as well […]

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Focus on a Niche in Your Marketing and Prospecting

Focus on a Niche in Your Marketing and Prospecting

“Pick a Niche and Serve it Better than Anyone Else.” This was the advice that was given to me by a veteran insurance producer nearly 20 years ago. The reality is, if EVERYONE is a prospect, then NO ONE is.

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The Facebook Page Cover Video: How to Avoid an Embarrassing Pitfall

In another step to encourage businesses to utilize video in their online presence, Facebook has now enabled video in place of the traditional cover image. This is the banner area along the top of the Facebook Business Page.

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Listening: Three Steps to Your Most Important Skill

Listening is the most important skill you can develop. It’s key to mutual understanding, key to successful relationships. You can do it in three steps.

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