Posts tagged ‘questions’

7 Questions Controlled Groups Should Ask Before a Transaction



Last year at this time, I arrived at my seven year old son’s first baseball practice looking forward to my  job as head coach – my first stint at coaching. I had reserved the practice location, gathered up the equipment and snagged an assistant coach. That was the hard part, right? Wrong!…

Read more

ABC – Always Be Closing – is so 1992. Try ICC – Inquire, Clarify, and Challenge.



The sales landscape has changed. The famous ABC concept (Always Be Closing) doesn’t work very well anymore. Most advisors and financial professionals don’t sell transactional products, and clients have access to information like no other time in the history. So while the close is still…

Read more