In this episode of the Top Producer Podcast, I look at one of the most common frustrations I hear from professionals: referrals are valuable, but they happen inconsistently.Most professionals know…
In this episode of the Top Producer Podcast, I explore what it really takes to build a growth culture that lasts.I believe culture is often made more complicated than it needs to be. It isn’t simply…
In this episode, I explore a critical question for any business that wants sustainable growth:What happens to your growth capability when the people responsible for creating it leave?I look at the…
In this episode of the Top Producer Podcast, I look at an issue that quietly undermines growth in many organisations: friction.I’ve seen many businesses respond to slowing growth by asking their…
In this episode of the Top Producer Podcast, I take the conversation about capability building one step further.I’ve previously made the point that training creates knowledge, but knowledge doesn’t…
Training is important—but training alone doesn’t build capability.In this episode of the Top Producer Podcast, I explore the difference between training, behaviour change and true capability building,…
In this episode, I explore one of the most important distinctions in advisory selling: the difference between our sales process and the client’s buying process.I explain why prospects can appear…
In this episode of the Top Producer Podcast, I challenge the common obsession with lead generation. I distinguish between a lead—someone who has shown some level of interest—and an opportunity, where…
Marketing is often misunderstood as little more than promotion, advertising, or social media activity.In this episode, I explain why marketing is far more strategic than that. It is the foundation of…
Many professionals think of cross-selling as something that happens during a renewal meeting or when a client mentions another need.In this episode, I explain why that approach limits growth and why…
