Client segmentation, simplified
These strategies can improve client service and profitability
- By: Dwarka Lakhan
- April 14, 2015 October 30, 2019
- 09:50
Latest news in Practice Management
Seven questions prospects want answered
Jim Ruta, speaker, consultant, author and managing partner, InforcePRO, reviews the seven questions prospects will never ask you. By answering these questions, advisors can be…
- By: Jim Ruta
- April 13, 2015 October 30, 2019
- 12:45
What you can learn from Bernie Madoff
Dan Richards, CEO, Client Insights, explains what advisors can learn from the “peer group effect” that made the convicted fraudster consistently appear to be a wise…
- By: Dan Richards
- April 10, 2015 October 30, 2019
- 12:30
How objections can boost your success
Jim Ruta, speaker, consultant, author and managing partner, InforcePRO, goes through the four top objections prospects give for buying life insurance, and explains how counter…
- By: Jim Ruta
- April 6, 2015 October 30, 2019
- 12:40
Five steps to networking success
In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, explains five steps that successful advisors implement when it comes to networking.
- By: Dan Richards
- April 5, 2015 October 30, 2019
- 09:00
Succession planning: Ease your team into the transition process
Introduce your successor and clarify new roles
- By: Leah Golob
- April 2, 2015 October 30, 2019
- 10:55
Preparing your team for your succession
Make sure staff members are informed about what lies ahead
- By: Leah Golob
- April 1, 2015 October 30, 2019
- 10:00
Are you a 100 percenter?
Jim Ruta, managing partner and chief sales officer, InforcePRO, discusses instances where many insurance advisors fall just short of great, and why it all hinges…
- By: Jim Ruta
- March 30, 2015 October 30, 2019
- 14:20
Use a back-up request to get buy-in
In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, explains how using a back-up request with clients and prospects can help you reach your…
- By: Dan Richards
- March 29, 2015 October 30, 2019
- 08:00
Tips for increasing share of wallet
Expand the amount of business you do with your existing clients
- By: Dwarka Lakhan
- March 26, 2015 October 30, 2019
- 14:00
Documenting your succession plan
In part 10, George Hartman, managing partner with Elite Advisors Canada, discusses the importance of having a written succession plan and what should be included…
- By: George Hartman, Grant McIntyre
- March 24, 2015 November 9, 2019
- 09:01
Five steps for retaining the contact initiative
Jim Ruta, managing partner and chief sales officer, InforcePRO discusses the importance of retaining the contact initiative in client and prospect communication.
- By: Jim Ruta
- March 23, 2015 October 30, 2019
- 15:05
How to get in front of prospects
In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, outlines a value-focused strategy for getting appointments with prospects, and converting those initial meetings to…
- March 22, 2015 October 30, 2019
- 09:00
Build a better practice with ideal clients
Use the discovery process to determine whether clients are a good fit
- By: Dwarka Lakhan
- March 19, 2015 October 30, 2019
- 11:30
Determining the value of your practice
In part nine, George Hartman, managing partner with Elite Advisors Canada, explains what determines the value of your practice, and what do to maximize the…
- By: George Hartman, Grant McIntyre
- March 18, 2015 November 9, 2019
- 09:20
Four steps to curing life insurance SOS
Jim Ruta, managing partner and chief sales officer, InforcePRO, explains how to remove the shame of selling life insurance.
- By: Jim Ruta
- March 17, 2015 October 30, 2019
- 05:00
How to establish a repeatable process
Consistency is the key to efficiency and success in any business
- By: Dwarka Lakhan
- March 16, 2015 October 30, 2019
- 10:00
Why discipline is overrated
In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, discusses recent research that suggests relying on willpower can actually lower your performance results.
- By: Dan Richards
- March 15, 2015 October 30, 2019
- 15:00
Getting the best price for your business
In part eight, George Hartman, managing partner with Elite Advisors Canada, gives tips for getting the best price for your business, including how to approach…
- By: George Hartman, Grant McIntyre
- March 10, 2015 November 9, 2019
- 14:15
Small decisions that lost a $5-million account
In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, discusses the small decisions that led a $5-million prospect to choose one advisor over another.
- By: Dan Richards
- March 8, 2015 October 30, 2019
- 09:30
Why ‘plain vanilla’ life insurance does the job
Jim Ruta, managing partner and chief sales officer, InforcePRO, discusses why a straightforward or “plain vanilla” route to life insurance selling can provide the best…
- By: Jim Ruta
- March 6, 2015 October 30, 2019
- 12:00
Keeping a practice in the family
In part seven, George Hartman, managing partner with Elite Advisors Canada, shares the professional and personal criteria to consider when deciding if you should sell…
- By: George Hartman, Grant McIntyre
- March 4, 2015 November 9, 2019
- 16:35
Three ways you can benefit as a mentor
By helping to train a young advisor you can hone your skills
- By: Leah Golob
- March 4, 2015 October 30, 2019
- 13:00
Start the inheritance conversation
In this week’s Gaining Altitude, Dan Richards, CEO, Client Insights, explains how difficult it is for clients to discuss money with their adult children. He…
- By: Dan Richards
- March 2, 2015 October 30, 2019
- 06:00
Why business is a numbers game
Jim Ruta, managing partner and chief sales officer, InforcePRO, explains why turning prospects into sales is a numbers game, and that insurance advisors need to…
- By: Jim Ruta
- February 25, 2015 October 30, 2019
- 14:05