Author Archives: Michael Kaselnak

When you understand how and why people buy… your job goes from the hardest, low-paying job in the world… to the easiest, high-paying job in the world.  When you understand what gets people to buy, your marketing and selling becomes … Continue reading →

I personally made $967,000/yr. income… in a territory with only 12,000 target market households… by selling to… Crappy Prospects! All marketing creates crappy prospects… if financial product companies could come up with marketing that pre-sold people, they would cut us … Continue reading →

A good case study is structured with a clear beginning, middle and end that holds your audience’s attention by creating  tension of problems and cosequences… and the anticipation of resolution. The format is simple.  They can be as short as … Continue reading →

Understanding the way people think can greatly enhance both your marketing and selling.  One of the world’s foremost experts on how to leverage how people think to persuade them, is Dr. Cialdini. We can very easily use one of the … Continue reading →

We’ve all thought or heard about Networking.  It’s a fantastic way to land the proverbial whale if you do it right.  Think about it…Networking costs very little but can: • Get you in front of people who would never respond to … Continue reading →

Only 6% of advisors in 2011 said that Social Media has helped them increase profits…that’s down from 16% in 2009. (source: Aite Group)