Sales Publications

Recently, I had an eye-opening discussion with one of my largest clients. We reviewed the prior year and set goals for the next year. During this discussion, my client provided me with several critical "Keep Doing, Start Doing and Stop Doing" items that he felt would help us to be more effective. This 3-dimensional discussion helped me to understand how we could grow by tweaking some of our traditional approaches that, from his perspective, weren't working. I think this process is relative to all businesses and has a particular application in regards to building relationships with investment and insurance clients.