In order to get to WHERE YOU WANT TO GO you need to give up WHAT GOT YOU TO WHERE YOU ARE.

~ Jim Effner ~

Blog Posts

There's never been a greater need for permanent life insurance and for advisors to have that conversation with clients.
Four Reasons To Sell Life Insurance
Advisors who have a negative mindset on selling life insurance are doing a major disservice to both their clients and themselves.
Stop apologizing for this life insurance feature
Permanent life insurance creates an environment of “forced savings.” It's time for advisors to stop apologizing for this incredible feature.
Ever thinking about quitting your career as a financial advisor? The truth is, so did I. Here's how I dealt with it.
Learn how to connect with clients in a transformational way through the art of asking great questions.
The flexibility of your schedule is one of the greatest benefits of being a financial advisor, but it can be a daunting task to structure and manage their calendar. Introducing
The Biggest Culprit - Stuck in a Rut
In this video clip from JIM'S TAKE, Jim Effner explains how reps get stuck in a rut, and how they can break out of it.
In this video clip from JIM'S TAKE, Jim Effner shares why he believes regular face-to-face meetings are still important.
Here are three of my strongest beliefs on why everyone needs permanent life insurance.
If you're going to have the discipline to be able to put yourself in a situation where you have tremendous financial security, you have to embrace delayed gratification. That’s not
Here's why the financial services business should get easier and much more rewarding over time if you have a systematic process for getting in front of your clients.
It's important to uncover clients’ life insurance objections early on in the planning process. Here are four questions to accomplish this goal and get to the bottom of your client’s
To Serve Or Lead?
Financial advisors can make a great living and have a profound impact on clients. However, with that also comes great responsibility. Is their responsibility to serve their clients? Or, is
While there are a number of key aspects to conducting a successful fact-finding meeting, here we’ll focus on one: great questions to kick off the retirement planning section.
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.
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.
Early in my career a friend shared a story that dramatically strengthened my conviction for disability insurance.
Here is one simple technique to use in your annual reviews that can dramatically enhance your ability to generate referrals and prospecting results.
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
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
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
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
Scheduling Annual Reviews
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.
Annual Reviews
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
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.
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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.
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
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.
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.
Help your practice take a big leap forward. Learn the six steps that financial advisors took to achieve transformational growth in a single year.
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.
See how advisors can discuss the need for life insurance with their clients by addressing three core components: debt, education and survivor income.
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.
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.
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.
I am often asked how I became successful in my financial services career. While there is no magic bullet, here are four timeless lessons.
Fact finding requires gathering key financial data from your prospects. It also means taking the time to understand the story beyond the numbers.
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.
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
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
Most reps have never been trained how to effectively manage their time. Learn proven strategies to create an ideal calendar and maximize efficiency.
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

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