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How To Create a Million Dollar Advisor Practice

Read about an exciting new seminar below. If you decide to register, enter my name “Stanley” in the Promo section, and you will receive a discount of $100. The co-founders of the Tax Planning Institute, Rao Garuda and Simon Singer, would like to cordially invite you to the industry’s best training and marketing seminar to…

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Mark Twain once said, “The report of my death is greatly exaggerated.”

The same can be said about business-to-business telemarketing. Hardly a week goes by when some high-powered insurance agent says “That won’t work for me, not in my market,” as if special rules applied for him. The fact is telemarketing continues to work in setting appointments for insurance agents and advisors. it is true that it…

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Do You Control The Conversation Or Do You Dominate it?

Control is good; dominate not so much? When you control the conversation you manage it in such a way that you guide your client to discuss what is most important to him. That’s good, isn’t it?  This ultimately allows you to present a solution to his needs.  You do this by asking good questions.  When…

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Passover and Marketing?

It sounds like a peculiar title for a blog post.  Yet, not really.  The meaning of Passover, which is coming up this Friday night, is Freedom.  This is the anniversary and commemoration of the Jews making their Exodus from Egypt where they were slaves for over 200 years.  The rabbis tell us that this is an…

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Are You Talking Too Much?

Last time, I wrote about how most sales people talk too fast.  Today, I’ll discuss how most talk too much.  Many just speak continuously, while their prospect listens politely waiting or an opportunity to end the meeting.  So how much is too much?  The book I co-wrote with Moe Abdou called, “Ten Minute Selling” provides a clue.…

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How Fast Do You Speak to a Prospect or Customer?

When I ask sales professionals or customer  service people about the optimal rate of speech they need to use for best results, I always get one of three answers.  Some say, “the same rate of speech as the other person.”  Others say, “a little slower.” The last group say, “a little faster.”  All 3 answers…

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How Do You Compare With Your Peers?

According to consultant Richard Weylman, average performers spend 4 to 6 hours/week marketing and prospecting.  Peak performers spend 16 to 18 hours week.  Even if you are working hard, you may be omitting a necessary function that is directly related to your success.  If you prefer to focus on the more enjoyable aspects of selling…

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