Hi All Catchy title huh? You must be thinking, what the heck is Rick talking about here? You ever hear of the book ‘The Art of War, by Sun Tzu? Sun Tzu was a high ranking Chinese military general, strategist and tactician. He wrote this book over 2,000 years ago and has become the blueprint for military generals. One of the …

Ok, how’d you like my previous post, ‘The Best Investment You Will Ever Make?‘ Did it make sense? Of course it did, numbers don’t lie. I cannot begin to tell you how important it is for salespeople to have an admin or an admin team. Now let’s take it a step further and talk about how to find the right …

The BEST Investment You Will Ever Make What do all successful advisors have that most others don’t? Who can dramatically increase your business quickly? Who can relieve your stress and allow you to be more productive immediately? Is it a.   an Assistant? b.   an Assistant? c.   an Assistant? e.   all the above? If you answered an Assistant congratulations, you are correct. If …

Throughout the years my clients have expressed that one of their biggest challenges and what they need the most guidance with, is establishing COI’s. (Centers of Influence) They feel that getting an accountant or lawyer to become a referral source is the ‘Holy Grail’, the jackpot. Advisors put so much effort in trying to acquire COI’s yet rarely if ever succeed. Why? …

Back again. Almost done. Here’s the last two Magic Marketing Phrases: BTW, did you use any of my phrases? Has it helped? I’d love to know. Please post some comments and feedback so that I know I’m not talking to myself. Much appreciated. Ok, here we go. Magic Marketing phrase # 4 Always provide FREE value that your Ideal Client can …

Hi again. As promised, pt. II of my 5 Magic Marketing Phrases You have my first two, 1.   Clients buy on emotion and justify their purchase with logic 2.   People don’t give a s… what you do for a living they only care what you can do for them Now for 3rd and THE most crucial one. It is so …

This will probably be one of the most valuable posts on my Power Sales Blog. Why? Because I am going to be talking about a topic that most salespeople are not good at; Marketing. As mentioned in a previous post (Become Your Clients one and ONLY Choice) When you just sell you only reach the person you are speaking to, when …

How many meetings does it take a financial advisor to close? Nope this isn’t a joke. Although I wanted it to be, but I just couldn’t think of a punch line. During conversations with clients over the past few months this topic seems to be very prevalent. A good number of salespeople are having a real challenge creating a sense …

How do you feel when a client gives you an objection? Uneasy, tensed, stressed, uncomfortable? How do you react? Are you defensive, anxious? Do you turn into a salesperson and try to sell, coerce and convince the objection away? Does your body language get all tense? If you’re like most salespeople you get a little uncomfortable and impatient when objections arise. …

I thought I would change things up a bit and talk about something that all of us should have in our lives; GRATITUDE.  Before I start I would like to give a ‘shout out’ to my client Milt in Western NY who suggested I post this. It’s perfect timing because this past weekend I was at my son Max’s Ithaca …