PROSPECTING IDEA FOR SOLID GOLD CLIENTS by Mary Beth Bolen For many traditional CSRs, prospecting is one of the most dreaded tasks -- but it is one of the most important to the agency's...

Prove It with CRM by Patricia Czech You have to prove yourself to your clients every single day. In the case ...

PUBLIC RELATIONS AND SELLING: HOW TO BE A MODEST SELF-PROMOTER by Rob Keane 'Articles, not advertisements.' This is the first rule I learned in journalism school. Eight years later, I made t...

PULLING NEW CLIENTS TO THE PROFESSIONAL SERVICES FIRM by John Graham It's taken long enough, but the professional services field has discovered marketing or, perhaps more ...

PUT YOUR ATTITUDE OF SERVICE INTO ACTION: I by Bill Cates You know that client retention is every bit as important as acquiring new clients. Your 'attitude' of service becomes a '...

A few days ago, I received a call from one of our Referral Boot Camp graduates, Greg, who was experimenting with Referral Events and not having the success he’d hoped for. Although many clients attended his events, they didn’t always bring a guest for him to meet — even though it was requested on the invitation. Greg didn’t feel that he could turn down his clients’ desire to attend his events, even though they didn’t have a guest to bring.

First, I'll give you the bases to cover and then I'll give you a sample conversation (script) to show you how you can touch on all the bases. Don't worry too much about the words I use. If you like a turn of phrase, then, by all means, use it while also making this approach genuine by using your own words.

REPEAT BUSINESS STRATEGY: EXCELLENT SERVICE by Troy Campbell Many service organizations have tried to capitalize on repeat-business strategies. These strategies appear in the forms of Freq...

REPLACING AN OLD POLICY WITH A NEW ONE PART 1 by Richard Weber The Society of Financial Service Professionals Life Insurance Illustration Questionnaire has made a big diffe...

REPLACING AN OLD POLICY WITH A NEW ONE PART 2 by Richard Weber The Board of Directors of the American Society of CLU & ChFC has just approved a new educational product, the Rep...