Coles is aggressively expanding into financial services. It began with Coles insurance and now with Coles credit card. It has a huge marketing budget and an even bigger customer database (via the data it gets from their rewards program). I’m positive its next move will be into home loans… are you worried??? (This blog is Read the full article…

I don’t think I have ever met anyone that likes cold calling. Sometimes calling past clients that you haven’t dealt with for some years seems like cold calling (to you and them!). So what can you do about that? Cold calling might work in some industries but it’s a low conversion (high) contact sport. I Read the full article…

Today I want to talk about energy and where your energy is directed and where successful brokers direct their energy. It’s a simple concept but a very powerful one and something that all success business people do. We all have a limited amount of energy. Let’s assume that we all have 100 units of energy Read the full article…

Your ability to spot a deal is probably one of the single most important factors that will determine how much profit you’ll make in the next 12 months. Become awesome at spotting profitable and non-profitable deals and you’ll make heaps of money. But the reverse is also true. So what do I mean “spotting a Read the full article…

Disneyland (in Anaheim, USA) is an amazing business. Even if you are not interested in the entertainment value, it’s worth the visit to observe the way they do business. Perhaps the most significant thing is that they only care about the visitors that “get it” and they ignore the rest. Walt Disney was very clear Read the full article…

When was the last time you went through the referrals you received in the past 12 months to identify the clients or colleagues that referred you more than one prospect? Most businesses have a small group of advocates that go out of their way to promote the business because they love what they do (or Read the full article…

There is a methodical system for discovering a prospect’s high value needs and if you get it right, you’ll win that client for life! It starts with a low self-orientation approach. That is, approach every prospect with the question “how can I help this person” – not with the motivation of “can I do business”. Read the full article…

I think we can learn some very valuable lessons from the retail industry (particularly apparel retail). You would have noticed lately that everything is on sale – 50% (or more) off is not uncommon. What is the retail industry teaching its customers? To never pay full retail price again! It’s a lazy strategy – to Read the full article…

Momentum is everything when it comes to winning new business. The time it takes you to respond to a prospects requests is directly proportionate to the likelihood of you winning the business. That is, the longer you take, the less likely it is that you’ll win the deal. It’s the single biggest thing you can Read the full article…

Like Eddie McGuire last week, I too have obviously made a mistake! A big mistake. And I want to have a go at fixing it. So perhaps you’ll give me two minutes of your time to allow me to do this. If so, please read on… Q1. Are you working hard but still not seeing Read the full article…