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If you’ve been in sales for more than a minute you’ve heard plenty of “the big one that got away” stories. It happens to even the best salespeople – the surefire big ..
Emotional Decision Making
“Pain Point” is a phrase that’s been getting a lot of traction lately. When we talk of pain points, we are talking about a problem that needs a solution. The problem could be any..
Another Happy Client 7-29-19
We always get excited to work with a new firm and show them just how much their sales can improve when they have our schedulers manning their calendars. In June of 2019, scheduler Ashlee began..
Prioritizing Your Call Lists
Consistent and reliable sales depend on a lot of things, not the least important of which is call prioritization. When you’re staring at a list of 2,000 names, it’s easy to become..
Body Language: What Are You Saying?
If you’ve made it to the point of being a financial advisor or wholesaler, you’re probably pretty well versed in what to do (and what not to do) in a professional setting. Strong h..
Adventures in Scheduling
We love it when our clients’ clients have fun senses of humor. Scheduler Melissa recently reached out to an advisor for a meeting with her wholesaler. The advisor wasn’t opposed to a m..
You probably weren’t far into your sales career when you realized that cold calling is really not all it’s cracked up to be. Not only is it frustrating and time-consuming, it’s o..
Battling Drive Times
Your days go by quickly…you no sooner show up at your 8am breakfast than it’s suddenly 3pm and you’re racing back to your office to get some calls made. By the time you sit down..
Another Happy Client
About two months ago, wholesaler Lindsey partnered with ESA. Calling on independents, wire houses and banks, Lindsey has been selling 401k plans for ten years. She’d had a few false starts w..
The Lost Art of the Thank You Note
“The power of a handwritten letter is greater than ever. It’s personal and deliberate and means more than an e-mail or text ever will. It has a unique scent. It requires deciphering. B..
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