The Biggest Factor That Shaped My Beliefs
December 17, 2018
The younger representatives who I mentor often ask how I became motivated so quickly. A big factor in my development was my environment. Here's how it helped me. Read more.
Are you thinking big?
December 12, 2018
As we approach the end of this year, there’s no better time than now to spend some time in reflection and set your goals for the coming year. Read more.
Why I Talked To Every Client About Disability Insurance
November 30, 2018
Early in my career a friend shared a story that dramatically strengthened my conviction for disability insurance. Read more.
Transform Your Prospecting Results With One Simple Idea
November 13, 2018
Here is one simple technique to use in your annual reviews that can dramatically enhance your ability to generate referrals and prospecting results. Read more.
Taking Action: Moving Forward with Your Financial Plan
September 26, 2018
At a certain point in the financial advisor/client relationship comes the time to move your financial plan to action. This is the implementation stage of the sales cycle and here Read more.
One Simple Way To Manage Your Time More Effectively
August 21, 2018
There are a number of things you can do to manage your calendar and time more effectively. However, I believe there is one thing in particular that can have the Read more.
What To Do When Clients Don’t Buy
July 26, 2018
It’s important to have a system to follow up with these prospects and clients who don't buy from you, but prior to that, it’s more important to understand why they Read more.
How To Open Your Planning Meetings With Clients
June 28, 2018
You just had a successful fact-finder discussion and your clients are coming back for their first planning meeting. Here's how you should you open this critical meeting to continue the Read more.
Overcoming Objections To Setting Up Annual Reviews With Clients
June 1, 2018
Every one of your clients should have an annual review. It's important for their financial security and to your business model. But, scheduling the annual review can sometimes raise objections. Read more.
Why You Should Embrace Annual Reviews With Your Clients
May 25, 2018
Clients’ financial needs evolve over the course of their lives. It's important to meet with your clients for annual reviews so that their financial plan evolves too - and there Read more.
Straight To Voicemail? Here’s How To Keep Meetings From Referrals
May 14, 2018
Do you always seem to head straight to voicemail when phoning new prospective clients? Here are two ways to leave effective messages to help keep your meetings with new referrals. Read more.
Stop Selling Insurance And Managing Money – Find Your D.N.A.
April 30, 2018
From New York to California, money brings a huge amount of stress to most Americans. Here's how financial advisors can re-position their practice to address this issue. Read more.
Disability Insurance: A Critical Conversation With Clients
April 16, 2018
Disability, like death, is never a fun subject to think about. But as a financial advisor, one of your missions is to help make your clients financially bulletproof, and disability Read more.
Need Prospecting Ideas? Here’s The One That Built My Business
March 29, 2018
While there are countless prospecting ideas to consider, there’s only one I would focus on. No, it’s not the latest social media strategy. Read more.
When Less Is More: Defining Your Book Of Business
February 9, 2018
One of the more difficult concepts for reps to grasp is that the growth of their book of business does not necessarily equal growth in their practice. Read more.
Year In Review: Six Steps For Transformational Growth
January 19, 2018
Help your practice take a big leap forward. Learn the six steps that financial advisors took to achieve transformational growth in a single year. Read more.
Time To Stop Mindlessly Working In Your Business
December 22, 2017
In order to experience true growth in your business, it’s imperative to use critical think time to work on your business, instead of always working in it. Read more.
Addressing the Need for Life Insurance
December 6, 2017
See how advisors can discuss the need for life insurance with their clients by addressing three core components: debt, education and survivor income. Read more.
The Approach: Here’s How To Open New Client Meetings
November 17, 2017
Before you begin a fact finder interview, you want to open the meeting by describing to the client what you do. This is known as the approach. Read more.
What Are Your New Clients Thinking?
October 20, 2017
The success of a new client meeting is often determined in the first 10 minutes. See how to create real excitement about the opportunity to work with you. Read more.
Loose Ends Lose Clients – How To Close A Fact Finder
October 13, 2017
If you don’t close a fact finder with intentionality, the likelihood of your prospect becoming a client is greatly reduced. Here's how to end the meeting. Read more.
Four Timeless Lessons From My Early Years In Financial Services
September 25, 2017
I am often asked how I became successful in my financial services career. While there is no magic bullet, here are four timeless lessons. Read more.
Beyond the Numbers: Understanding Your Client’s Story
September 13, 2017
Fact finding requires gathering key financial data from your prospects. It also means taking the time to understand the story beyond the numbers. Read more.
The Mental Game of Prospecting
August 30, 2017
The key to prospecting is all about generating high quality referrals – this means asking for them on a consistent basis and mastering the mental game. Read more.
Overcoming “No” – Handle Phoning Objections Like A Pro
August 16, 2017
When you’re phoning for new client meetings, handling objections is an essential skill. When you master your ability to respond to objections in a confident, professional manner, phoning will become Read more.
The Simple Keys To Phoning For New Client Meetings
August 2, 2017
There is both a science and an art to phoning for new client meetings. The science is in the predictability of your ratios – how many dials it takes to Read more.
When It Comes To Time Management – Think Like A Surgeon
July 21, 2017
Most reps have never been trained how to effectively manage their time. Learn proven strategies to create an ideal calendar and maximize efficiency. Read more.
Think You Don’t Have To Prospect? Think Again.
July 5, 2017
Why do you prospect? It’s a simple question that does not always have a simple answer, especially as you achieve success and the need for prospecting is not as readily Read more.