Nine out of 10 people reading this column do not follow a prospecting process. Ninety percent of you follow no formal step-by-step, week-by-week system of customer contact. Imagine if advertisers ...

Over lunch one day last month, I had an interesting conversation with an advisor I’ve known for a long time. “I’m really committed to using the last half of 2015,” he said, “to talk to more prospects ...

Prospecting cannot be sporadic. It must be a regular part of your business – just like quoting, follow-up case management and customer service. By establishing a disciplined approach to marketing, ...

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