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The Siblings: Me, Chuck, and Maureen

People Don’t Come with Expiration Dates

“Oh man, I better eat this before it expires!”

How many times have you gone through your fridge and said something like this in your life? A carton of milk, a package of raw chicken, a container of fresh strawberries. These things all come with expiration dates. If you don’t use them in time, they go bad and end up in the garbage, simply to be replaced on your next trip to the store. We know we better savor these items before it’s too late. (more…)


Coronavirus and the Evolution of Sales

Coronavirus and the Evolution of Sales

The Evolution of Sales has taken us from the Snake Oil Salesmen of the 1800’s to the Solution-based selling of the 21st Century. The world of sales has no doubt seen some pretty interesting changes in the last 200 years. Today, Covid-19 is ushering in the next evolution to the world of sales. Let’s take a moment and examine how we got here. (more…)


Lessons for Business Owners during Coronavirus 

Lessons for Business Owners during Coronavirus 

Coronavirus has dealt small businesses everywhere a gut punch like they have never felt before. States have called for all non-essential businesses to shut down, with no clear timeline in place of when things will reopen. This is easier said than done, as many non-essential businesses are also a part of the supply chain to essential businesses. Surviving as a business owner is more difficult than ever before, but coronavirus has brought with it many lessons for business owners around the world. 

The lesson we can all learn is timeless: the importance of relationships.  

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How Interviewing Can Teach You Winning Sales Techniques

How Interviewing Can Teach You Winning Sales Techniques

Selling is about connecting with your prospect and making him or her feel valued. This idea also carries over in the world of entertainment. Have you ever listened to a radio interview and felt like the host and guest just clicked? This connection is something you should aspire to achieve in sales. Being an interviewer can teach you important sales techniques.  (more…)


What Can Career Day Teach You?

What Can Career Day Teach You?

I was asked by my son’s school to participate in Career Day. Like most parents when it comes to your kids, you’ll do just about anything. So, of course I said yes. My son is in the 5th grade, so my audience for this Career Day presentation would range from Kindergarten to 8th grade.

It finally hit me: how the heck am I going to connect with kids from 5 to 13 years old?  (more…)


Teen group of friends with smartphones at park. Millennials best friends using mobile phones, addicted to technology and social media. Lifestyle and friendship concepts

Selling to Millennials

Selling to Millennials

Selling to Millennials can make you a better sales person.  There I said it.  And I want you to read it as the compliment it is intended to be.  It is a generation that has often been maligned by Boomers and Gen X.  I have to confess to some of that criticism myself.

I think every generation thinks they are better than the generations that follow.  That plus a lack of understanding can attribute to cross-generational jabs.  Now as a sales trainer and coach many of my clients are Boomers and Gen Xers.  These same Boomers and Gen Xers are now encountering more and more Millennials in the workforce and as customers.  According to the Pew Research Center, Millennials became the largest generation in the US Labor Force in 2016.

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Ask for referrals word on a book. Business success concept

Why Financial Advisors should Ask for Referrals

Why Financial Advisors Should Ask for Referrals

Why Financial Advisors should ask for referrals?  Very simply – if you are a good financial advisor you have earned it.  Financial Advisors have a great advantage over other sales people when it comes to asking for referrals.  Sales people who are selling other products or services typically don’t have the opportunity to positively impact the lives of their clients and their client’s families the way that financial advisors do.

Building a larger client base should be a goal of every professional. Across every industry, referrals are the easiest and most cost-effective way to generate new business. However, if you are like many individuals, you may feel awkward asking your current clients for referrals. Figuring out the right way to request a referral will help you increase your reach.

Are you asking for referrals? If the answer is “no,” then you need to start asking yourself, “why not?”

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Practice Closes Sales

Practice Closes Sales

Practice Closes Sales

Practice Closes Sales.  While you have no doubt heard practice makes perfect – perfection doesn’t close deals.  Sales is one of the few professions where your performance is measured every day on every deal.  So wouldn’t it make sense to practice?

The idea of practicing came from an unlikely source.  My son’s basketball league put out an email with a desperate request for coaches.  Since I never coached basketball before I politely ignored the 1st request.  Then came the 2nd request and I figured I would offer to help.

This was my 1st ever endeavor into coaching a sports team.  So being a new coach I did what all dads with no experience would do.  I went to YouTube to look up drills for youth basketball.  Then after our 2nd practice I realized how important drills and repetition are in learning and mastering a skill. While practice is certainly not a new idea, a light went off.

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Financial Advisor’s Greatest Asset

Financial Advisor’s Greatest Asset

Financial Advisor’s Greatest Asset

Financial Advisors may argue the point, but it is their Book of Business that is every Financial Advisor’s Greatest Asset.  What is a Book of Business?  In its most basic form a Book of Business is your client list.

One of the 1st and most common mistakes a Financial Advisor can make is not segmenting their book into A, B, and C clients.  Meaning your most valuable clients are your A’s, than down to your B’s and C’s. It sounds pretty simple, right?  Well it is.  While the definition is simple the value can be priceless if you do it right.

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The Thrill of Victory

The Thrill of Victory

The Thrill of Victory and the Agony of Defeat

If you are over the age of 40, you can appreciate the following quote made famous by Jim McKay from ABC’s Wide World of Sports, “The thrill of victory and the agony of defeat.”

Those powerful words from Jim McKay were used to describe the human drama of athletic competition.  Whether you are a big sports fan or not, you can appreciate the real life drama of: Ali vs. Liston, the Olympics and Game 7 of the World Series.  The Thrill of Victory and the Agony of Defeat also beautifully describes what it means to be a sales-professional.

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