Little known marketing secret reveals how to get your phone ringing off the hook

While writing their marketing content, a request I commonly hear from financial and real estate professionals is to ramp up the “salesmanship” of their content so that they get more committed clients calling them on the telephone. They want their marketing content to sell their services so that more people go “wow! I want to […]

This surprising 2-minute exercise can significantly increase your ability to turn prospects into clients

It all started because I was being blindsided by sales. Before I started full-time freelance writing for financial and real estate businesses, I worked in financial sales. I’d get no sales for a while and then suddenly a flood of sales would come in. It was hard to predict the factors that led to my […]

What Hollywood can teach you about creating a successful sales funnel

I’m looking forward to two movies this summer — The Hangover Part II and Pirates of the Caribbean – On Stranger Tides. (Feel free to draw your own conclusions about me based on that confession). Although I PVR everything and tend to fast forward through the commercials, I’ll usually stop fast forwarding and play previews […]

Just read: “How to Hook a Prospect? Check its Job Ads” at WSJ.com

Researching a company before accepting them as clients is an important lesson I wish I knew earlier in my business. Only the past 5 years or so have I really started to investigate a potential Customer first to make sure that they’re the right fit. Researching businesses for this kind of information isn’t always easy […]

Is this common sales funnel mistake keeping you from making more sales?

When business owners create their own sales funnel, the temptation is to think of each stage as a single event. But this can actually repel people from buying. Here’s what happens: Entrepreneurs see the 5 stages of the sales funnel (Audience, Leads, Prospects, Customers, Evangelists) as 5 separate, distinct events. They create one action-step for […]