Executive Transformations, Inc
Executive Transformations, Inc
Blog Post
  • You’ve probably never heard anyone say, “See that baby over there? He’s an amazing salesperson!” You’ve never heard it because the ability to sell is not something you’re born with. There is no such thing as a natural salesperson. Sales is a learned skill. Unfortunately, in a business that’s essentially 90% sales, it’s a skill thatRead More >

Executive Transformations, Inc
Executive Transformations, Inc
Blog Post
  • We like things big—big money, big houses and big personalities. The bigger the better…except when it comes to change. However, the month of January is unique. It’s the one month out of the year that we allow ourselves to think in terms of big change. In fact, we even fill it with specific resolutions toRead More >

Executive Transformations, Inc
Executive Transformations, Inc
Blog Post
  • Of all the pivotal moments in a financial advisor’s career, it is the Systemization Point that determines success, failure or mediocrity more than any other. As critical as this juncture is in a career, it often goes unrecognized, overlooked or sometimes simply ignored. Systemization Point: the point at which advisors are no longer able toRead More >

Executive Transformations, Inc
Executive Transformations, Inc
Blog Post
  • Qualifying has always been a tricky business for advisors. For many, it’s right up there with asking for referrals on the awkwardness/uncomfortable scale. Regardless of whether you get new business primarily from referrals, events, networking or door-knocking, the earlier in the relationship you can qualify a prospect, the better. There’s nothing worse than spending yourRead More >

Executive Transformations, Inc
Executive Transformations, Inc
Blog Post
  • Networking, its primary objective and the successful methodology for accomplishing that objective, is often misunderstood. Although it’s considered a form of prospecting, the very nature of a networking relationship, and how that relationship progresses, is very different from other forms of prospecting. In most cases, the goal of prospecting is to build enough of aRead More >

Executive Transformations, Inc
Executive Transformations, Inc
Blog Post
  • You hear a lot these days about identifying “buying personas” and marketing to your “ideal client,” but do you know who these people really are? If you ask most advisors to describe their ideal client, the standard answer you’ll likely hear is people with over a million dollars in investable assets in a fee-based platform,Read More >

Executive Transformations, Inc
Executive Transformations, Inc
Blog Post
  • In the age of do-not-call lists and the inevitable demise of cold-calling, networking has become an increasingly more important prospecting tool for advisors.  Unfortunately, the results advisors see from various networking groups is mixed at best. Some of this is due to advisors joining these groups with no structured plan for engagement. However, much ofRead More >

Executive Transformations, Inc
Executive Transformations, Inc
Blog Post
  • Many advisors are of the mindset that if they just do a great job for their clients, the referral floodgates will miraculously open and a steady stream of referrals will come pouring in. Unfortunately, this is what we call “urban legend.” Every financial advisor recognizes that the key to a thriving, quality business is referrals.  Yet,Read More >

Executive Transformations, Inc
Executive Transformations, Inc
Blog Post

New blog articles detected.

  • 3 Qualities Of An “Asset Whisperer”

    If you’re a dog person at all, you’ve probably heard of Cesar Millan, the Dog Whisperer.  Cesar’s philosophy with dog owners is very simple. To have a balanced dog and life, you must be calm, assertive and remain the pack leader at all times.   As I was browsing through some of his articles, itRead More >

  • 4 Steps To Quickly Build Your Warm Pipeline In A Weekend

    Consistently working to build your pipeline seems like an obvious and necessary step to growing your business.  However, many advisors have a pipeline that can be best described as sparse to non-existent. Every advisor would agree that warm is always better than cold. Begin by leveraging what you already have first to build your warmRead More >

Executive Transformations, Inc
Executive Transformations, Inc
Blog Post
  • Prospecting is like dating. To succeed and reach your desired outcome (whatever that may be) as quickly as possible, you try to make each date special. To reach your desired outcome in prospecting, aim to make each touch special. Just like in dating, prospecting is a time when both you and your prospect are tryingRead More >

Executive Transformations, Inc
Executive Transformations, Inc
Blog Post

New blog articles detected.

  • Don’t Make This Business Planning Mistake In 2017

    It’s 2017 and by this time, you’ve probably participated to a great or lesser extent, in that annual ritual we call business planning.  The exercise usually takes one of two forms.  For some, it’s more of a casual process—jotting down some production goals, asset goals and perhaps even a vague marketing plan you’ll implement atRead More >

  • The Touch That Gets Clients Talking About You

    Horsesmouth Editor’s Note:  For the last 10 years, Horsesmouth has been bringing their readers the Top 10 most popular articles of the year during the holiday season. From more than 500 articles published in 2016, advisors rated this article as the #3 article of the year.  At Executive Transformations, we believe the ability to leverageRead More >

  • How to Talk to Clients about DOL

    The Department of Labor’s fiduciary rule has advisor stress levels rising daily.  I’m often asked by advisors what exactly they should be saying to clients in regards to the DOL ruling.  In response, I developed the following verbiage for addressing DOL with clients.  Modify it to fit you, your clients and your own style. I would suggestRead More >

Executive Transformations, Inc
Executive Transformations, Inc
Blog Post

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