Professional Development
Resources to sharpen your skills, expand your knowledge, and accelerate personal and career growth.

Leverage Social Media to Market Yourself and Your Business
What marketing tool allows you to bolster your list of contacts, expand your professional network, and browse for your ideal clients. The ability to market yourself and your services on a social network represents a key way to establish expertise...
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Making Yourself Referrable
How do you feel when you meet someone who just naturally makes you feel at ease. There are people who seem to have the gift of engendering trust.
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Lessons From The County
Nestled on the shores of Lake Ontario, Prince Edward County is one of Canada’s newest wine regions. Known as the “County” it is a beautiful region with gently rolling hills, abundant beaches and quaint villages and towns.
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When Making Connections, Be the Challenger
Challenging a prospect's thinking can sometimes involve asking him or her to think about something they would prefer to ignore. Matthew Dixon and Brent Adamson, who co-wrote the book "The Challenger Sale: Taking Control of the Customer Conversation," explain in...
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The Art of Obtaining Introductions
When Simon learned to ask his clients and centres of influence for introductions, recommendations and referrals, his revenue doubled in the next year. Simon’s background and cultural experience gave him a great advantage in his chosen career.
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The Slower You Go, The Quicker You Get There
It seems as if most of us are in a hurry to get somewhere. Yet, we know that there are times when the slower you go, the quicker you get there.
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Building Client Capital through Social Media
As a financial advisor, your most important asset is Client Capital. Yet, it does not appear on your Balance Sheet or Income Statement.
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The Client Attraction Conversation - Part 2 of 2
In my last blog I described a simple framework for structuring client attraction conversations. The structure of the opening of an interview is You/Me/Us/We.
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The Client Attraction Conversation - Part 1 of 2
You can utilize a simple framework for structuring client attraction conversations. My friend and colleague, Bill Whitley says: “If you know how to open, you don’t have to close.
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Three Things to Get Right
The first thing they get right is their Ideal Client Profile. A number of years ago, I was at a conference where a senior executive of Wal-Mart was a presenter.
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