Typically, if I ask this question to a group of business owners or salespeople, I get a deer in the headlights reaction and an answer that is vague at best. Why is this? We want to grow our businesses ...

Prospecting anxiety is thebiggest challenge. It forces you to go outside your comfort zone as a bank advisor. It is much easier to wait for bank branch referrals to come. The problem is when they ...

The three stages of selling a retirement plan into a company, prospecting, proposing and closing all require preparation and creativity, according to Marilyn Pearson, Vice President at Merrill Lynch.

Nine out of 10 people reading this column do not follow a prospecting process. Ninety percent of you follow no formal step-by-step, week-by-week system of customer contact. Imagine if advertisers ...

Today’s new breed of advisor recognizes that the nature of the advisor-client relationship has changed, with discussions shifting from investment markets, products and performance toward life ...

OAKLAND, CALIF. - The financial advisory business always needs good producers and new advisors – and Infinity Financial Services is launching an apprentice program it believes will help resolve both ...

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 ... In this era of Do-Not-Call restrictions and ...

With all of the lawsuits being filed against retirement plans, sponsors are more likely than ever to look for an adviser who can help them with their fiduciary responsibilities, says Brian Hart, ...

Just as nonprofit groups have increasingly recognized the need for succession plans for replacing the chief executive, they should also start making plans for how they would replace people in other ...