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Sales and Marketing >>

Kathran J. Martin
Is your practice anchored by in the past?
Article posted by Kathran Martin
It’s not news to you that competition is really heating up. There are more advisors competing in your space every day and there are fewer affluent clients looking for advisors. The phone doesn’t ring like it used to. Strategic alliances don’t work like they used to. But Mark Hurley says that as business leaders, we don’t think these headwinds impact us because we are anchored in the past.

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Prospecting >>

BradJohnson
Are you running your business like a slot machine?
Article posted by Brad Johnson
After looking at these ratios, the obvious question is this: Why wouldn't everyone run a 100 percent referral-based business?

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Practice Management >>

Robert Kerzner
Advisors matter
Article posted by Robert Kerzner
Throughout the world, legislators and regulators are banning commission-based advice. Even here is the U.S., there has been much discussion about instituting a universal fiduciary standard, which would effectively ban commission-based advice. The problem is, our research has shown that most people are willing to far less than the cost of providing that advice.

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Technology >>

Vanessa De La Rosa
9 cognitive biases that impede your sales — and how to overcome them
Article posted by Vanessa De La Rosa
I want to bring you face-to-face with the cognitive fallacies and biases undermining your sales success, on both sides of the conversation, and how to overcome them.

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Social Media >>

Justin R. Brown
7 habits of effective insurance agents
Article posted by Justin Brown
Here are seven things the most effective insurance agents do on a regular basis. Try them and soon you, too, will be exceeding your sales goals.

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