Staff Writer

If you read the sales books, you've learned about Consultative Selling. Some people call it Question-based Selling. You'll find several approaches to it, and some ...

Author's Note: In the next few weeks, my firm will release our new book and training program. It's titled Magnetic Connections. It is the complete ...

Do you have client relationships set up in fee-based (non-advisory) brokerage accounts? Or, are you converting from a transaction-based model to a fee-based model in ...

Author's Note: This article is an edited excerpt from our brand new book and seminar: Magnetic Selling - the comprehensive guide to question-based consultative selling ...

In this era of Do-Not-Call restrictions and growing competition, it's not easy to prospect for new business. That's why you need a prospecting plan that ...

Question: What do the most successful advisors do that you don't? By "advisor," I mean investment manager, wealth manager, insurance agent, estate planner, financial planner, ...

On March 18, I did something that I absolutely love doing. I delivered a 90-minute presentation to the top 300 annuity producers for American Express ...

Are you a financial advisor who puts the interests of your clients ahead of any vendors or products? If so, congratulations.Do you show your clients ...