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By Marcus Chandler6/16/2014 • 0 Comments

It will hardly come as news that our world has gone mobile. However, just how fast this sea change is occurring is astonishing, and the potential impact on your practice, brand and marketing strategy can no longer be ignored. 

By Marcus Chandler8/26/2013 • 1 Comments

Presenting metrics and capabilities as your value proposition requires salesmanship. But selling a concept such as your ability to utilize those tools to improve outcomes is an art form.

By Marcus Chandler7/24/2013 • 0 Comments

It goes without saying that good references can be an invaluable resource to help you close new business. But it is those situations where prospects are on the fence about making a change and hiring you – or when you are in a close competitive bid situation with other retirement practices – where references can play a critical deciding role.

By Marcus Chandler6/7/2013 • 0 Comments

To understand just how big the opportunity to leverage fee disclosure regulations as a door opener to new prospects still is — and will be for years to come — let’s first look at the numbers.

By Marcus Chandler5/7/2013 • 0 Comments

The fundamental difference between a needs-based sales approach and a consultative sales approach is that the “need” is not discovered… it is created! To do this effectively, your outreach to prospects must be issue- or agenda-driven rather than needs-oriented.

By Marcus Chandler4/10/2013 • 0 Comments

A recent NAPA Net post, “Is Cold Calling Dead?” seemed to answer that question affirmatively, noting that “plans are getting bombarded by sales calls and the level of sophistication of the sponsor and the advisor, especially as you move up market, is growing.”

By Marcus Chandler3/14/2013 • 0 Comments

I believe it’s a given that most retirement advisors looking to expand their business will tap obvious centers of influence — a business development staple. In my discussions with advisors, however, I find that association marketing is an underplayed card that with a little imagination and research, can lead to very green plan prospecting pastures.

By Marcus Chandler2/14/2013 • 0 Comments

There are few certainties when it comes to prospecting for new plan business, but one of them universally holds true: If you can’t reach and speak with the decision maker(s) responsible for managing an employer’s retirement plan, you can’t win their business. Often, in the pure cold-calling, prospecting stage, the one obstacle standing in your way is the dreaded “gatekeeper.”

By Marcus Chandler1/25/2013 • 4 Comments

The start of the new year is a good time to reevaluate our business development strategy and retool to expand on what has worked well in the past or make adjustments to improve on disappointing results. The primary challenge for many practices is universal: How to identify and get in front of new prospects.

By Marcus Chandler1/3/2013 • 0 Comments

Well, it’s that time of year again! A time when the fortunate few of us who got everything just right savor the previous year’s success, while likely more of us mull over our own “would’ve, could’ve, should’ve” missed opportunities or previous New Year’s resolutions gone unfulfilled. With the arrival of the new year, though, we have another opportunity to get it right, and thus we make new promises to ourselves. Some promises are related to personal growth, others to business growth … and for us more severely flawed beings, both.

By Marcus Chandler12/19/2012 • 0 Comments

With pricing pressures, competition and other factors potentially threatening to commoditize professional retirement plan services, many advisors face a growing challenge: getting paid what they are worth for the expertise and services they provide. To confront this challenge, the dedicated retirement plan practice with the ability to bring real value and effective stewardship to the plan management relationship must be more adept than ever at communicating its unique value proposition in order to win business and retain clients. Formulating and executing an effective brand strategy can play a critical role in achieving this objective.

By Marcus Chandler11/13/2012 • 0 Comments

As advisors scramble to close new business by the end of the year, it only serves as a reminder that the 2013 selling season is right around the corner. If your practice isn’t on track to accomplish its new business development goals for 2012, then you’re going to need to make some adjustments for 2013. When it comes to acquiring new clients, the 401(k) business is rather straightforward — essentially boiling down to two necessities: a compelling value proposition and enough new prospects to whom you can present that proposition. For most practices, the big challenge is the latter.