There’s a big difference between buying a book of business and buying a business. Acquiring a business doesn’t just require an assumption of client relationships; it...
In his best-selling book, Built to Sell, John Warrillow writes what appears at first glance to be a guidebook for creating a solid sales platform. In actuality, the tips...
“How to close new business.” What an inconsistent and conflicting phrase! Among the many meanings and idioms of the word “close” that you can find in your dictionary is...
In Daniel Pink’s bestselling new book To Sell is Human, he compellingly makes the case that it’s a brave new world for all of those in the business of persuading,...
Bill McDermott is now the co-CEO of SAP, the software company. His career arc is fascinating one, and a lesson for financial advisors. From a young age, he was...
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.
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...