Harry Pappas Jr.

Harry’s Recent activity

Dec 01, 2001

I often hear advisers complaining that clients are more demanding, harder to satisfy, less forgiving and less loyal than ever before. I agree, but this is welcome news to me. Why? Because those traits make it much...

Finding Strength in Tough Times

Nov 01, 2001

Let's face it. It has been downright brutal out there for the past 18 months. My business will be down for the first time in 17 years. Many of my clients are quite disappointed with the performance of their...

A Memorable Experience

Oct 01, 2001

Once clients believe we are honest, ethical and that we have their best interests in mind, the selling game is over. We now become their trusted adviser. We all know how wonderful and heart-warming it is to have...

Things for Thought 2001

Sep 01, 2001

Failure and setbacks will never beat us if our own determination is strong enough to succeed. Here are 13 thought-provoking items you might find helpful to both your business and personal lives. The best definition of...

Productive Team Meetings

Aug 01, 2001

I have always been an advocate of conducting frequent meetings with my team. And I have always believed that every process can benefit from constant improvement. So it seemed to me that my meeting format was due for...

Building Client Intimacy

Jul 01, 2001

Always go the extra mile for your clients. It's easier than you think. The road is never crowded. When we know what our clients like and dislike, we can develop client intimacy. No personal detail is too small. We...

When the Going Gets Tough

Jun 01, 2001

The market environment is a huge opportunity for all of us. Let's meet this adversity head on. Another bear market? So what? We knew it was coming at some point, right? So why the bellyaching? Sure, it is painful to...

Fire Customers, Keep Clients

May 01, 2001

Saying goodbye to nonproductive clients is a great way to build a solid business. I call it weeding out the garden. However, too many sales manuals teach reps to hang on to everyone, instructing them how to overcome...

Selling From the Heart: Encouraging Words

Apr 01, 2001

Here are 15 inspirational items you might find helpful in your business and personal life. How do we show our clients we care? By our actions. We cannot be self-serving. We must be personal. And we must be unexpected...