Author Joanne Black has spoken with many advisors who concede that the recession has provided an important opportunity to focus on improving their sales routine. "People talked, they wanted to connect and exchange creative ideas," she says. "They challenged conventional thinking and adopted new ways of working."
These inventive strategies of handling old problems have already found a home in the financial services industry. Says Black, "I heard one advisor with a progressive, referral-based business say that he loved this recession! His business was up 50 percent from last year."
