Financial Advisory Services: Interview with Mark Barnicutt, CEO Highview Financial Group
The term “financial advisor” covers a wide range of activity, from insurance sales to asset manager to broker to financial planner, and many more. Both providers and consumers of financial advisory services are well advised to get some perspective about this business. To help, I chose to interview Mark Barnicutt, a well-respected member of the industry […]
You Can Lead a Horse to Water, but You Can’t Make Him Buy
The biggest problem in sales? Violating the laws of human nature. Exhibit A: one of those timeless folk-wisdom sayings, “You can lead a horse to water, but you can’t make him drink.” Not many of us have equine interactions these days, but we still get the metaphor: you can’t make people do what they don’t […]
An Unconventional Client Retention Strategy
Most people usually don’t think of empathy as having much business value. In fact, you might think if you start empathizing with your clients, you’ll lose your edge; you’ll appear “soft;” you’ll lose business. Here’s a compelling story* about a global firm that turned that conventional wisdom on its ear and transformed a big loss […]
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THE TRUSTED ADVISOR FIELDBOOK
The pragmatic, field-oriented follow-on to the classic The Trusted Advisor. Green and Howe go deep into the how-to’s of trusted business relationships—loaded with stories, exercises, tips and tricks, and deeply practical advice.
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TRUST-BASED SELLING
“Sales” and “Trust” rarely inhabit the same sentence. Customers fear being “sold” — they suspect sellers have only their own interests at heart. Is this a built-in conflict? Or can sellers serve buyers’ interests and their own as well? The solution is simple to state, hard to live—and totally worth the effort.
THE TRUSTED ADVISOR
This classic book explores the paradigm of trust through the filter of professional services. It is a blend of thought and practice, clear ideas and practical suggestions, and it has found a place on many professionals’ working bookshelves.