How to eliminate price pressure from people who don’t want to pay your fees

Real estate and financial advisors are under a lot of pressure to lower their fees for clients. The pressure is sometimes audibly heard from clients who blatantly ask: “Would you consider lowering your fee for me?“. And sometimes it’s not heard at all because the prospective client doesn’t bother using your service and decides to […]

How to write a kick-ass USP

One of the most important things a financial or real estate professional can do to grow their business is identify what makes them unique in the marketplace. It’s so important because the market is saturated with financial and real estate professionals and many (dare I say “most”?) offer almost exactly the same service at exactly […]

How to use competitive analysis to grow your business

In my recent blog post 99 ways to optimize your sales funnel and grow your business, one of my tips was to do a competitive analysis to see what your competitors are offering that you aren’t. Explore how you might offer similar benefits in a superior way. In this blog, I want to show you […]

6 reasons why you WANT to have competitors in your marketplace

When I was in high school, my friend’s family owned the very first computer store in town. I was always sort of impressed that they had a lock on that market. I imagined a business without competition to be the highest level of business achievement – a sort of entrepreneurial nirvana. Then, to my surprise, […]

How one company is stealing customers from its competitor’s sales funnel

Thanks to my friend Ken Symes for letting me know about this great sales funnel story. Okay, before I can tell you about this story, I need to give you a bit of context because many of you are from around the world. Here’s something you need to know about Canada: Tim Hortons is a […]