How to solve one of your biggest problems with prospects
Prospects prejudge us in seconds. Their decision to do business with us happens before we get a chance to share our well-rehearsed presentation with them. The good news is we can...
Tag Archives: PAP2021
The detrimental impact in offices of exclusion
Managing and leading teams is complex and requires care and effort. We shouldn’t try to simplify the work by relying on job descriptions and performance reviews to enforce a desired...
Appropriate procedures when invited to a client event
If you ever get invited to a client’s personal event, one thing you want to do is check with your client and say, “I appreciate this; I’m looking forward to the event. Some people may...
Closing more than your competition
Baby boomers are now transferring trillions of dollars to millennials and Generation Z. This is a trend predicted to continue for the next 20 years, or until $68 trillion is...
A simple way to target your referrals
One of the big things we do every year is review our process and look at who our ideal client is. Then we add 10% or 20% each year to what our ideal client looks like. Then...