Modern Calling

I do a lot of coaching and mentoring for professional advisers – lawyers, accountants, mortgage advisers, Business Development Managers, IFAs – who all need to drum up new business from time to time. Most of them are not cut out to make cold calls and indeed, in their professions, this is wholly undesirable and dilutes their value. I also believe that cold calling should be banished from the kingdom, forever and culprits should be placed in the town stocks and covered in tomatoes. It’s a thing of a past era.…

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I’m sorry to announce…

This little tip will help you when having to give bad news. A team leader to his staff member about their holiday request, the sales team with another delay in the CRM system implementation, the customer whose mortgage has been rejected, a surveyor detailing the pitfalls of the property. All you need to do is use the term because. Let me share two examples On Sunday evening our plane was taxing out of Heathrow Terminal 5 on route to Tehran. Settled in my comfortable seat awaiting supper, the Captain announced…

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