Please find a range of blogs below:

What's in a Name?

In sales we often hear the importance of using the client or prospect's name. Despite this, it seems that often this is overlooked. Here's a reminder as to the importance of this massively significant communication tool... 1 It’s the number one attention getter, consciously or sub consciously. 2 It creates instant rapport. 3 It makes you feel more like a friend to the other person. 4 It’s still the 'sweetest sound' to the human ear. 5 It personalises the conversation. 6 It makes us take the interaction... Read full article

You had me at hello......

Have you seen the film Jerry Maguire? the famous line where Tom Cruise comes to Renee Zellweger's house while she's with a group of friends and launches into a long speech about why he wants to be with her. When Cruise is in full flow she says "Shut up. You had me at hello." (2 min video clip) Research shows that people make judgements within the first 8 to 15 seconds of meeting someone. We humans form opinions just as quickly using a part of our brain called the adaptive unconscious which processes large amounts of data very quickly, warns us of... Read full article

Making Active Listening Really Work

Many financial advisers have read about the value of active listening, yet do they then automatically do it? In my opinion they don’t, for 3 reasons: 1 - It doesn’t sound like a life changing habit 2 - There are too many rules and suggestions offered 3 - We don't always remember to do it Here’s what Active Listening could bring you… Chances to create better client relationships More respect from the people you meet Greater Professionalism More personal introductions Ability to identify more client needs Three Ways... Read full article