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“Landing clients is like dating” … and seven other new rules for prospecting

Sales leaders at Fortune 500 companies were asked the selling skill that is the most important today compared to 20 years ago. The answer: Pipeline management, the ability to effectively communicate and cultivate prospective clients.

This talk highlights eight rules for advisors to build a pipeline of prospects:

  • Turning suspects into prospects
  • Gravity is no longer your friend
  • Find a communications catalyst
  • Control on the timing of the decision has shifted
  • You still have to ask for the order
  • Both quantity and quality are key
  • Landing clients is like dating
  • The importance of your weekly routine

Well thought out and insightful
“A well thought out and insightful presentation to our Chairman’s Club qualifiers ….great response to your single-minded focus on what it takes to bring new clients on board.”
HSBC Securities
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Top rating
“Your talk set itself apart by the practical advice and fresh thinking on referrals … you got top rating from our audience”
Manulife Financial
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Fabulous talk
“A fabulous talk with great energy … you kept a tough audience engaged at the end of two long days”
RBC Asset Management
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