Browse Most Recent Articles

April 24, 2013
Is becoming a fee-based advisor your next step?

April 16, 2013
The secret selling ingredient, Pt. 2

April 4, 2013
The secret selling ingredient, Pt. 1

March 7, 2013
What to do when your sale is on the brink

February 13, 2013
2013: The year of fear?

February 1, 2013
Inside the engineer mind, Pt. 1: sales professionals

December 18, 2012
Dealing with the irrational client

December 6, 2012
Breathing life into your selling

October 18, 2012
Client questions: Are you a master or a slave?

October 3, 2012
Land a sale without chasing your client

September 24, 2012
10 of my favorite selling phrases

September 18, 2012
My best life insurance month ever, Pt. 2

September 4, 2012
My best life insurance month ever, Pt. 1: How an annuity specialist cashed in by conquering fear

August 22, 2012
The closing power of positioning, Pt. 2

July 31, 2012
The closing power of positioning, Pt. 1

July 20, 2012
3 ways to prevent sales-killing sidetracks

July 13, 2012
Buyer’s remorse – no one is exempt

June 29, 2012
Developing a non-selling "selling" mindset

June 12, 2012
Avoiding the failure cycle

June 5, 2012
Do your clients experience buyer's remorse? You can count on it

May 24, 2012
The top 10 critical selling mistakes

May 11, 2012
The secret of questioning the question

April 16, 2012
Are you really in sales?

March 29, 2012
The reality of balance

March 6, 2012
How advisors can avoid client diversions and get a straight answer

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