Tag Archives: Stewardship

Attract, Don’t Chase: Mastering Client Acquisition and Stewardship with Daniel Burns and Stephen Comerford (Ep. 62)

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Are you seeking proven strategies to enhance client acquisition without high-pressure sales tactics?

This week on The Always On Podcast, Duncan MacPherson sits down with Daniel Burns and Stephen Comerford, co-hosts of The Sales Problem Podcast.

The discussion pivots around the significance of client acquisition, growth, and productivity from the perspective of stewardship rather than salesmanship.

You will gain valuable insights into refining their client acquisition strategies, enhancing onboarding processes, and developing a sustainable service model that transforms clients into advocates.

They touch on:

  • The difference between salesmanship and stewardship in client acquisition
  • How to craft a fit process to attract clients without chasing them
  • Strategies for a comprehensive onboarding process that leads to client advocacy
  • The importance of maintaining an effective ongoing service model
  • And more!

Resources:

Connect With Duncan MacPherson:

Connect With Daniel Burns:

Connect With Stephen Comerford:

Promotions:

About Daniel Burns:

Daniel Burns is a seasoned professional with 22 years of experience in Sales and Management. His first decade was marked by remarkable achievements, including the Top Sales Award, entry into the Presidents club, and substantial annual bonuses.

In the last decade, his focus shifted towards making significant contributions. He constantly asks, “Who can I assist? How can I provide support?” His goal is to coach and support others, striving to enhance their success.

A true leader, Daniel believes in the continuous development of oneself while aiding others in their growth. His mission is to evolve into his best version while assisting others in achieving the same, focusing on the mind, body, and sales. His journey is a testament to his leadership and dedication.

About Stephen Comerford:

Stephen Comerford’s extensive career has been characterized by his results-driven approach as a sales and marketing leader. His energy, positivity, and focus on results have been the foundation of his success. He has always ensured strong internal relationships and has been hands-on in developing the business strategies that have helped him succeed in a highly competitive marketplace.

Over the years, Stephen has developed a unique skill: the ability to sell-up to senior leaders, sell-across to internal stakeholders, and sell-down to frontline salespeople. His focus has always been on making the people around him and those he interacts with successful.

Stephen has had the privilege of working for several renowned companies, including Pitney Bowes, Xerox, Ricoh, Canon, and Canada Post.

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From Organic to Scalable Growth with Bill Sowell (Ep. 51)

Advisor, Education, Finance, Financial, Uncategorized, , , , , , , , , , , , ,

The transition to fee-based services has prompted advisors to prioritize fee-worthiness, with clients focusing less on cost and more on perceived value.

Plus, the complexities of relationship management may be amplified in a B2B upscaling model.

In this episode, Duncan MacPherson speaks with Bill Sowell, CEO of Sowell Management, about the distinction between salesmanship and stewardship, and what it takes to cultivate lasting client relationships. They also talk about the shift from a B2C organic growth model to a franchise-ready B2B upscaling model.

They discuss:

  • Being a consolidator versus adopting a methodical organic growth model
  • How Bill’s firm struck a powerful balance between the proverbial Wall Street-Main Street dynamics
  • Why advisors should never lose sight of relationship management
  • The path to strong advisor partnerships and an effective fit process
  • How technology and the Great Wealth Transfer are shaping financial services
  • And more

Resources:

Connect With Duncan:

Connect With Bill:

Promotions:

About Our Guest:

Bill began his career in the financial services industry in 1990 and quickly became a top producer within the industry. In 1995, he began a fee-only practice now known as Sowell Management, which services a broad spectrum of some of the top Independent Advisor Representatives (IARs), and Registered Investment Advisors (RIAs) in the United States. He and his wife, Cindy, have worked as a team for more than 20 years. Bill is a bridge builder. He is passionate about helping advisors see an independent and prosperous future and guiding them through the entire journey.

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