Wendy Keneipp

Providing quality insight that's easy to share can build trust and lead to additional opportunities and conversations.

The better you know the target audience, the better you can target your message and services, and the more helpful and valuable you can be as an adviser.

Advisers who are ready to get serious about their prospecting and marketing efforts are probably ready to consider a separate system to help manage those activities.

Start slow and keep it simple to help prospects understand and appreciate your value proposition.

This outline will help you through the process of creating a plan for your agency that includes just what you need to make it a successful year.

As we approach the end of the year, this is the perfect time to establish a planning habit with your sales team, columnist says.

Adjusting your communications strategies can help lure prospects and build trust with current clients.

In a TMI world, advisers must make themselves knowable and accessible to buyers through the research and decision-making process.

Are you an insight-driven organization? If not, you’re losing out on a tremendous opportunity.

“Now it’s time to educate the clients. Stop calling them stupid, and stop blaming them. That’s not education,” our columnist says.