Tag Archives: networking and selling

Bad Business Networking

So, I said to him, “Here’s the problem. What you’re describing is not business networking. It’s selling. The focus is on the sale, not the relationship. It’s one of the major reasons why most advisors and agents fail at growing their business in the first place.”

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Six Myths about Having a Target Market

Having a target market makes it easier to determine where to go, what to say, and with whom. (Think about that for a minute!). And it makes you much more referable to those in the know – clients, associates, referral sources, family, friends, former employers, and the like.

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Creating a Practice with Little (or No) Natural Market

The financial services industry is highly dependent on using a recruit’s natural market to kick start their practice. This makes sense for a couple of reasons: One, if you are truly committed to this business, then sharing your knowledge with the people you care about is important. Two, if those same people care about you, and want you to be successful, they will be a terrific source of referrals.

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How to Become an Absolute Legend

Bert Sugar, the iconic boxing writer and sports historian best known for his trademark fedora and ever-present cigar, passed away on Sunday. I had the pleasure of meeting Bert at the Boxing Hall of Fame this past November (he was inducted himself in 2005). Along with the hat and cigar, Bert was donning a yellow shirt […]

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How do you Network?

Networking is about learning from and potentially helping people. That’s it! Networking is NOT about selling a product or service or handing out resumes. If you learn from and potentially help the right people, they tend to help you right back! The essence of networking is knowing what you want (more business, land a job, […]

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Why So Funny?

Sales people are funny. Real funny. Especially those in the financial services industry. (Financial advisors are particularly hysterical.) Why? Because even after taking my program and being primed on the rules of networking, many forget (or somehow haven’t yet realized) that networking and selling are two completely different things. Then again, maybe it’s me. Here […]

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