Archive for August, 2016

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The Dreaded “We are Going to Hold Off” Email and How to Respond

August 17th, 2016

I’ve often been asked the question of how to respond to the objection “We are going to hold off”. When this situation happens, there are usually two reasons. One you are speaking with the ultimate decision maker and they are the ones that emailed you this bad news, or You are speaking with the Influencer […]

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Two Reasons You Are Not Getting Referrals From Your Strategic Alliances

August 3rd, 2016

You probably felt great after having those nice conversations with CPAs, estate planners or other ancillary professionals.  You thought you had a meeting of the minds and a nice source of referrals.  You sent them referrals to sweeten the pot. Then you wait.  And wait. And wait some more.  Nothing happens. No referrals. You are […]

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Posted in Ken's Blog, Uncategorized1 comment »