Clifton Warren's Top Producer Podcast

In this episode of The Top Producer Podcast, I explore why knowledge is a non-negotiable foundation of professional selling. I explain that confidence without knowledge is fragile, and that true selling authority comes from knowing enough to guide conversations calmly, clearly, and decisively.

In this episode of The Top Producer Podcast, I explore one of the most enduring principles in professional selling: integrity. I explain why integrity is not a “soft” concept, but a practical and powerful sales strategy—especially in complex, competitive markets. Integrity isn’t a slogan; it’s a discipline. When practiced consistently, it becomes an invisible advantage that attracts loyal clients, referrals, and long-term success.

In this episode of The Top Producer Podcast, I explore why selling should be treated as a performance skill, not just a body of knowledge. Building on themes from The ABC of Professional Selling, I explain that confidence in selling doesn’t come from talent or personality—it comes from practice, preparation, and repetition.

In this episode, I break down how Attitude, Behaviour, and Competence work together as a powerful system for building a thriving, continually improving career. Success doesn’t happen in leaps—it builds in layers that compound over time.

In this episode of The Top Producer Podcast, I challenge one of the biggest misconceptions in professional services—the belief that you need to “sell yourself.” I explain why this mindset is flawed, because it shifts the focus to personality, credentials, and approval-seeking rather than to value, outcomes, and real problem-solving.

In this episode of The Top Producer Podcast, I introduce the ABC Test, a simple but powerful self-assessment tool drawn from my book The ABCs of Professional Selling. Top performers don’t wait for external validation from markets, managers, or clients—they self-measure.

I encourage you to rate yourself from 1–10 in each category and identify the area most in need of improvement. Small, honest adjustments in the right place can create big shifts in performance.

In this episode of The Top Producer Podcast, I explore the “D” in my ABC of Professional Selling framework: Discipline. I make the case that momentum isn’t built on motivation—which fades quickly—but on consistent, structured habits that make progress automatic.

In this episode of The Top Producer Podcast, I explore the third pillar of my ABC of Professional Selling framework—Competence. I share how confidence is born from competence, and true mastery can’t be faked. Clients quickly sense whether you genuinely understand the craft.

Competence is credibility—it builds trust, strengthens every client interaction, and provides lasting confidence that can’t be borrowed, bluffed, or bought. Only built.

I outline three essential habits that will help you develop the kind of professional competence that sets top producers apart.

In this episode of The Top Producer Podcast, I explore the second pillar of my ABC of Professional Selling framework — B for Behavior. I explain that while most professionals have the right intentions, it’s consistent behavior that drives lasting success. I share a real-world coaching story about a professional who transformed his results simply by tracking one daily behavior: outbound connections.

In this episode of The Top Producer Podcast, I reveal why attitude is the hidden multiplier of sales success — the quiet force that shapes every client interaction and result. Discover how two professionals with identical tools and opportunities can produce completely different outcomes, simply because of how they think.

#SalesLeadership #BusinessDevelopment #ProfessionalSelling #MindsetMatters #TopProducerPodcast

In this episode of the Top Producer Podcast, I share how my early struggles in selling taught me one powerful truth — success doesn’t come from theory, it comes from practice.

I explain why selling is a performance skill, not an academic subject, and why reading manuals or memorising facts will never replace the experience of real client conversations.

In this episode of the Top Producer Podcast, I discuss the four essential business metrics that every business should track to provide a clear picture of business health and strategic direction—without drowning in dozens of data points.

In this episode of the Top Producer Podcast, I provide sales leadership insight on how regular, focused sales meetings drive team success and superior results, regardless of market conditions.

In this episode of the Top Producer Podcast, I challenge the myth of the “natural-born salesperson.” You’ll discover why chasing this illusion drains millions in lost opportunities—and what to focus on instead to build true top producers.

In this episode of the Top Producer Podcast, I share three proven strategies to grow your business or professional services firm—no matter the market conditions.

In this episode of the Top Producer Podcast, I discuss why you should stop relying on 'rented' marketing channels and instead build your own owned media assets for long-term marketing success to attract, retain, and develop your ideal clients.

In this episode of the Top Producer Podcast, I dive into a practical and timely topic: how to build a high-quality prospect list using AI—without wasting time.

Whether you're a seasoned professional or just starting out with AI tools, I’ll show you how to combine human judgment with machine speed to sharpen your outreach and stay ahead.

In this episode of the Top Producer Podcast, I explain why top professionals must proactively nurture relationships and stay connected across four key groups:

* Existing clients – Regular check-ins build trust and strengthen relationships beyond invoices and transactions.

* Past clients – A forgotten source of opportunities; reconnecting can uncover new needs or contracts.

* Personal contacts – Friends, colleagues, and acquaintances who may lead to referrals or future business.

* Social media connections – Platforms like LinkedIn make it easy to spot career moves and touch base at the right time.

Done consistently, this leads to more...

In this episode of the Top Producer Podcast, I share how top performers prepare for the unexpected—by practicing like pilots in a simulator—so when it’s time to zigzag in sales, they adapt smoothly and achieve superior results.

In this Top Producer Podcast episode, I reveal how to turn feedback into your secret weapon for business and career growth. You’ll learn five powerful techniques that top professionals use to seek out and apply feedback—helping them achieve exceptional results in any market.

In this Top Producer Podcast episode, I focus on resilience - a critical trait for sales success. Top professionals demonstrate emotional control, a growth mindset, self-motivation, and a long-term perspective. I share three practical ways to build resilience into daily sales activity for immediate results

In this episode of The Top Producer Podcast, I discuss one of the most essential qualities of high-performing professionals: resilience.

Sales isn’t just about closing deals—it’s about bouncing back from setbacks, adapting to challenges, and staying motivated no matter what the market throws your way.

I’ll share three practical ways you can apply resilience in your day-to-day activity to boost your performance immediately. Whether it’s refining your approach after a tough call, tracking your activity metrics, or experimenting with new strategies, this episode is packed with insights to help you stay sharp...

In this episode of the Top Producer Podcast, I discuss how applying a growth mindset can help you overcome sales challenges, handle rejection, adapt to market changes, and continually improve your performance.

In this episode of the Top Producer Podcast, I discuss the power of having a growth mindset—the belief that abilities, intelligence, and talent can be developed through effort, learning, and persistence. Top professionals embrace growth, learn from setbacks, and use resilience to drive success. Regardless of market conditions, those with a growth mindset consistently deliver superior results.

In this episode of the Top Producer Podcast, I explore how success stems from operating within your circle of competence—knowing your strengths, avoiding areas beyond your expertise, and strategically expanding your capabilities over time.

In this short but powerful episode, I introduce first principles thinking—a problem-solving method that breaks challenges down to their fundamental truths rather than relying on assumptions or conventional wisdom. I explore how this mindset can make sales and business development more effective and adaptive.

In this episode of the Top Producer Podcast, I discuss Parkinson’s Law — the idea that “work expands to fill the time available.” I explain how this principle can hinder sales professionals by creating inefficiencies and delaying results, and I share practical strategies to overcome it.

In this episode of the Top Producer Podcast, I discuss why more activity doesn’t always lead to better results. Professionals must strike the right balance between effort and outcomes to avoid falling into the trap of diminishing returns—regardless of market conditions.

In this episode of the Top Producer Podcast I share the principle of Occam’s Razor—the idea that the simplest solution is often the best—and applies it to sales strategy. I outlines seven practical techniques for simplifying and improving your sales performance.

Many professionals rely on word-of-mouth referrals, but top performers take a more proactive approach.

In this episode of the Top Producer podcast, I focus on how to build an effective prospecting list by narrowing your prospect universe and introducing the concept of “prospect clusters” to maintain a strong pipeline of high-quality opportunities.

In this episode of the Top Producer Podcast, I dive into the core skill of selling—one of the three essential abilities top professionals consistently master, alongside presenting and writing.

I outline nine powerful techniques to help you build and continually improve your sales capabilities, regardless of market conditions.

Give it a listen—you’ll walk away with at least one idea you can use right away.

In this edition of the Top Producer Podcast, I explore how top professionals excel not by chance, but by mastering three core skills: presenting, writing, and selling. This episode focuses on the importance of writing as a key differentiator in today’s marketplace.

In this episode of the Top Producer Podcast, I explain why ‘presenting’ is one of the three essential skills—alongside writing and selling—that top professionals must master to succeed. I also discuss why effective presentation skills are critical, whether you’re speaking one-on-one, in a team meeting, or to a large audience, both in-person and virtually.

In this episode of the Top Producer Podcast, I discuss why selling is a survival skill—whether you’re working for yourself or part of a large firm. I explore how the ability to bring in new business can shape your success, income, and overall career trajectory.

In this episode of the Top Producer Podcast, I share how taking a client-centered approach can help you better sell, serve, and satisfy your best clients—building a thriving business in any market or economy.

In this episode of the Top Producer Podcast I discuss how professionals who aren't full-time salespeople can develop effective business development habits to generate superior results every year.

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In this episode of the Top Producer Podcast, I outline seven essential personal sales habits that top professionals use to build and sustain a successful, referral-driven business.

In this episode, I share my personal journey from apprentice to professional in the financial services industry and outline three critical areas for becoming a well-rounded professional:

* Technical Ability – Staying up to date with industry trends and being the go-to expert in a specific market.

* Exceptional Work – Delivering reliable, high-quality results and effectively solving client problems.

* Business Development – Consistently generating new business through prospecting, referrals, networking, and cross-selling.

“In this podcast, I discuss why hope is not a strategy for business growth and client acquisition, and how top professionals replace it with good habits, discipline, and proactive action

In this episode of The Top Producer Podcast, I share five essential tips to help you successfully implement your sales and business plans. Most plans don’t fail because they’re poorly designed—they fail due to ineffective execution

In this episode of the Top Producer Podcast, I discuss how only 5 - 10% of prospects are ready to buy at any given time, making rejection an inevitable part of the sales process. Don’t take it personally instead, follow these tips to stay on track and turn future opportunities into sales.

In this episode, I challenge the misconception that top clients—those who generate the majority of revenue—base their purchasing decisions on SEO, social media, or online ads. Instead, their decisions are driven by trust, credibility, and reputation.

In this episode of the Top Producer Podcast, I explore how businesses and professionals can differentiate themselves in competitive markets.

In this episode, I discuss how a small effort can make a big difference by ensuring your clients understand all the ways you can help them.

In this episode of the Top Producer Podcast, I share six essential rules for securing meetings with high-value prospects

In this episode of the Top Producer Podcast, I address the common challenge professionals face: long to-do lists and limited time. I share three practical strategies to help you structure your day more effectively

In this episode of the Top Producer Podcast, I delve into the concept of contact list marketing—a powerful yet often overlooked strategy for business growth.

By tapping into personal connections built over the years, professionals can build trust, strengthen relationships, and generate referrals without the need for hard selling.

This method, formerly known as "Rolodex marketing," focuses on reconnecting with your network and ensuring they understand the value you bring.

In this episode of the Top Producer Podcast, I explore the often misunderstood and poorly executed practice of networking. I share five essential rules for effective networking that can help you fill your pipeline, acquire solid clients with minimal competition, and reduce acquisition costs—setting you up for substantial growth and a strong start to 2025.

n this episode, I discuss the importance of leveraging the quiet final week of December to refresh and realign your sales strategy for the upcoming year, focusing on seven key areas.

In this episode of the Top Producer Podcast, I explore the concept of a "driving force"—the singular value that shapes the direction and success of your career and business. I explain how identifying your driving force simplifies decision-making, enhances planning, and helps drive business growth.

In this episode of the Top Producer Podcast, I discuss the challenge of standing out in today’s competitive marketplace, the critical role of self-investment, and the importance of committing to excellence—not just in your offerings, but in your personal growth. I also share insights on adopting a proactive approach to self-development.

In this episode of Top Producer Podcast, titled Time, I explore the critical role of time management and discipline in achieving professional success, highlighting the four key activities that top professionals prioritize.

In this episode of The Top Producer Podcast, I emphasize the critical importance of nurturing prospects to maintain a robust sales pipeline and drive business growth. Many professionals fail at this stage, losing potential opportunities by not maintaining consistent contact with prospects.

In this episode of the Top Producer Podcast, I share the crucial process of converting prospects into clients and the importance of the second meeting, I describe as showtime.

In this episode, I discusses strategies for effectively closing an initial meeting with a prospect to secure a second appointment and tips avoid three common pitfalls.

In this episode of the Top Producer Podcast, I cover how to conduct successful initial appointments with prospects to set up a follow up meeting.

Click here to download a copy of my 90+ Sales Questions

In this episode, I share essential strategies for securing introductory appointments with prospects. Mastering this low-percentage, high-payoff activity can help you build a robust pipeline and drive consistent business growth.

In this episode of the Top Producer Podcast, I highlight four key sources for business growth that top professionals utilize consistently.

In this episode, I share the concept of low percentage/high payoff and explain that to be successful, you must consistently market your business. Marketing tasks expose you to rejection, but they are the very activities that build your business and drive growth.

Positioning is about creating a clear entry point into the minds of your clients and prospects by highlighting what makes you unique.

In this episode I share seven practical ways to use your positioning statement to stand out in a crowded marketplace and attract new prospects.

In this podcast episode, I emphasize the importance of consistency in business development by dedicating at least 30 minutes daily to this critical task, preferably first thing in the morning. Making business development a priority ensures a steady flow of high-quality leads, allowing you to enjoy the rest of your day with a sense of accomplishment.

In the latest episode of the Top Producer Podcast, I dive into the importance of identifying and leveraging three critical types of targets to drive business growth: targets of opportunity, targets of attention, and targets of influence. These targets represent strategic opportunities within your client base, prospective clients, and influential contacts that can help open new doors.

Many professionals confuse marketing with prospecting.

Prospecting is proactive and direct—it's about finding and qualifying potential clients.

Marketing, on the other hand, is proactive yet indirect, focusing on attracting prospects to you.

Top professionals systematically use both prospecting and marketing to ensure a consistent flow of high-quality leads and achieve long-term success.

Referrals are the most efficient and effective form of marketing you can do. Yet, many professionals struggle with how to ask without feeling pushy. In this episode, I’ll break down actionable strategies to seamlessly integrate referral requests into your client interactions, ensuring your new business pipeline stays overflowing with qualified leads.

In this episode of the Top Producer Podcast, I emphasize the importance of working on your business, not just in it. It’s easy to neglect planning and development when business is booming, but this can lead to challenges when market cycles change, clients are lost, or pipelines dry up.

In this episode, I discuss the power of consistent marketing habits and how they can transform your business outcomes. By consistently dedicating time to marketing, even if just 15 minutes a few days a week, you can build a strong pipeline, land new clients, and ultimately outmaneuver the competition.

In this episode, I dive into a crucial aspect of business growth: identifying and avoiding the types of prospects that can hinder your success. The only thing worse than having no business is having bad business.

Tune in as I discuss the seven types of prospects you should avoid to ensure your pipeline is overflowing with high-quality prospective clients, ultimately fueling the growth of your business.

Learn to recognize these red flags early on and make better decisions that lead to a thriving, prosperous business.

Top professionals always think and plan before they act. In this episode, I'll reveal the seven essential questions you need to ask yourself before you start selling. Tune in to sharpen your strategy and boost your sales success.

New leads create new opportunities that can turn into new clients. In this episode, I discuss seven ways to generate a steady stream of business leads and opportunities to grow your business.

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Your key clients are a valuable asset to your business—don't take their relationships for granted. In this episode, I provide 10 strategies to leverage and strengthen these key account relationships, helping you to better sense, serve, and sell.

In this episode, I discuss why you should resist the temptation to ride the wave for growth and instead focus on the fundamentals of measuring your new business activities.

Even the best businesses growth can plateau and stagnate. In the episode I discuss the 5 warning signs to ensure your business does not plateau.

To successfully compete in today’s marketplace, you need more than just technical expertise. In this episode, I share tips on how to become smarter about focusing on the issues, challenges, and concerns that your prospective clients are most concerned about.

Your existing client mix is represent the current and future growth of your business. In this episode, I will explain how you can take advantage of this to stay ahead of your competitors.

In this episode, I explore the importance of building the right marketing systems and being prepared for new opportunities.

Have you ever felt frustrated by setting ambitious growth goals, only to find them too vague to act on?

One of the biggest frustrations professionals make, with setting growth goals is making them too broad to be meaningful or manageable. In this episode, I discuss how to break down your growth plans until it reaches a size where you can do something about it.

You should have multiple ways to attract prospective clients to your business. In this episode, I discuss the right number and the different options.

A web presence is more than just having a website. In the episode I discuss how to avoid the 5 common mistakes and build a web presence to help you grow your business.

In this episode, I discuss how to develop insider information of a niche market by getting client-smart about the workings of a client industry and the market. And how to put that knowledge to work to attract and gain new business.

The initial meeting with a prospective client is an exciting time regardless if you are brand new or seasoned professional. In this episode, I talk about how to make the most of this great opportunity.

In this episode I cover how to deal with the 5 reasons you might have for not marketing.

The purpose of your marketing activities is to get you in front of a prospective client for an initial discussion. More initial discussions means more qualified prospects and clients.

In order to generate superior growth, it is crucial to establish an efficient marketing strategy. In this episode, I discuss how to build a marketing plan you can actually implement to grow.

Cross training your team is a business is a strategic approach that offers several benefits, especially when it comes to servicing top clients. In this episode, I highlight the value of cross training to retain your key accounts.

When you are prospecting for business, don’t waste time looking in the wrong places, instead focus on your ideal client and their needs. In this episode, I will show you how to fish in the right lake to maximize your chances of landing a new client.

Upselling and cross selling are not the same thing. Too many professionals and businesses, too often confuse these terms and wind up leaving money on the table.

In this episode, I explain the difference between upselling and cross-selling and how can use these to drive growth in your business.

Business development is a hard task. Many professionals face the difficult and essential responsibility of securing business growth and success.

You have a variety of options to market yourself and your business. In this episode, I discuss 3 proven techniques for generating and nurturing leads in your sales pipeline.

In this episode I discuss the need to continually improve personally and professionally, to add value your clients and prospects to develop a thriving business regardless of the market place or the economy.

In this podcast I discuss the 5 P’s of selling services and provide tips on how you can implement this system in business to help accelerate growth with less effort.

It's about learning the basics and having the discipline to learn the tools of how to market and sell, of how to identify your ideal client, know what a great client looks like, learn how to attract them to you and to your business, learn how to present your solutions and sell on value, not on price.

The right routine helps you to get from here to there faster and acheive more done by focusing on your highest priorities. Routines are essential for selling and growing your business.

In this podcast I discuss how to find and develop the right routine for you.

There occasions when you need to let go of things and reallocatd

those resource's for a better ROI.

In this episode I share what areas you should reevaluate.

An amateur golfer won a tournament using only a putter he purchased for $2.99

Top professionals only need to master 3 tools to thrive and grow.

Forgetting good ideas and essential tasks can lead to missed opportunities in the world of business.

In this episode, I will discuss five rapid techniques to assist you in maintaining your competitive edge.

Leaving money on table with existing clients is a major frustration and challenge for many.

Here are 10 cross selling tips you can easily Implement in your business.