What separates great achievers from those who just wish for success? Why does one star athlete excel, while tens of thousands of other sports enthusiasts watch in awe and disbelief?  Why do only a handful of business people reach levels of wealth and notoriety, when so many others struggle to survive? 

We've all sat through presentations that almost put us to sleep. A good speaker who understands the elements of powerful prospecting presentations can make any information engaging to the audience. Here are a few tips to dramatically improve the professionalism and effectiveness of your prospecting presentations.

We are often asked: “What is the best closing technique to maximize my opportunity with my clients?” Let's focus on the best and most effective ways to close an insurance (or product) appointment. My 20 plus years of being in sales leads me to a few which I believe are the most proficient.

Yes, you read it right - when you should reject a prospect. Many financial professionals would probably scratch their head and ask themselves, “Why would I turn away potential business and a potential client?” Believe it or not, there are several situations where a financial professional like you should reject a prospect.

Creating a logo for your business can be a challenging but exciting task. Your logo can be the first impression a prospect has of your business and you want it to be good. Creating a logo is like creating a classic hit song. Not only does it need to make an impact, it needs to be catchy, simple, and stand the test of time.

Why do successful empires fail? Why do successful businesses lose their edge? Why does it seem that making it to the top is followed by a fall from grace? Nothing leads to failure faster than success.

Are your presentations failing to generate appointments? It may not be the information you're providing, but how it's presented. Here are the top reasons why a professional speaker will improve the quality and results of your prospecting workshops and seminars. 

We all learned lessons as children when we were trying to be heard. “Don’t interrupt, the adults are talking.” or “Wait for your turn to talk.” Your current communication style has a lot to do with how you learned those first lessons.

Many financial professionals are under the impression that in order to grow their business and be more successful they need to see more prospects. In fact, many have spent tens of thousands of dollars on various prospecting systems to grow their business with little to nothing to show for it. Often, the prospecting system is tremendously successful and prospects set appointments. However, they close few or none of the opportunities because they lack consistent processes.

When you host a prospecting event, what happens to those who don't immediately set appointments? If you don't stay in contact, they probably won't think of you when they're ready to make a financial decision.