Author Archives: Michael Kaselnak

What two crises does every sale have? Objections and “the close”. It’s at these two places that the success or the failure of your sale teeters on the edge. What if you actually used these two crisis moments to create … Continue reading →

A 2011 Pew Research survey showed that over 50% of adults in America now use Social Media on a regular basis.  You probably already knew that.  Here’s what you might not know… What do you think is the most important … Continue reading →

Depending on the license you hold… you may or may not be able to use a straight client testimonial.  Registered Investment Advisors are barred from straight out testimonials by Rule 206(4)-1(a)(1). Fortunately, some of the best ways to use testimonials … Continue reading →

How you describe what you do, can be the difference between a quick sale… and a quick exit. When you have an astoundingly interesting “elevator statement”, you can hook people instantaneously. Your goal is to get them to say, “How … Continue reading →