The ClientWise Blog

As financial advisors build out their marketing plans and campaigns for 2013, it is important to be clear on the various stages within the business development pipeline.

At ClientWise, we identify three stages in the pipeline: leads, opportunities, and clients. When you are clear on the distinctions between these three stages, it becomes much easier to execute the corresponding marketing activities.

I subscribe to SmartBrief, a service that I find very valuable. The company is on a mission to “save you time and keep you smart.” (Great value proposition, btw.) Each day SmartBrief scours thousands of articles and sends subscribers a compilation of the best-of-the-best. For financial advisors who want to stay on top of interesting, relevant newsworthy items in a well-organized manner, I highly recommend SmartBrief.

“I called to give you an opportunity to see General Grant’s book, of which so much has been said in the papers.”

Ran across this article the other day in the Toronto Globe and Mail, “Entrepreneurs must fight fear of selling.” I found a sentence that was so shocking to me that I had to re-read it two or three times just for believability’s sake.

As a preface to my thoughts today, I wanted to say a few things.

David Ogilvy is one of the icons of advertising. He is also the quintessential salesperson.