EIA agents need to read this post on dealing with SEC Rule 151A
~ Monday, December 29th, 2008Read this post on the naming EIAs as securities under SEC rule 151a on our sister blog.
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Archive for December, 2008
Why Your Sales Success is Inconsistent
~ Saturday, December 27th, 2008It was before 9 am. Aaron cold called a prospect and made a sale. He felt pretty good about what just happened. Thinking he needed a small reward, he headed over to Starbucks for a coffee and something to eat. Aaron was exhibiting the same behavior that most people in sales exhibit–as soon as they [...]
The Zen Paradox of Sales Success
~ Thursday, December 25th, 2008Many financial advisors believe, without ever thinking about it, that sales success is convincing the prospect to do business with you. Accordingly, the goal is therefore to enroll people in conversations and the longer the conversation goes, the greater your chance of the close. Naturally, you believe that if you talk to a lot of people, [...]
Back To Financial Advisor School
~ Wednesday, December 3rd, 2008The financial advising business will get tougher because your prospects are getting smarter. Are you getting
smarter, too? Fifteen years ago, stockbrokers had an edge in that people had to call them for midday stock quotes. Financial professionals also had an edge, as they had product information and the prospect did not. That’s all changed. If [...]
