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

Four Simple Questions To Uncover Clients’ Life Insurance Objections
07-09-2019
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?
The Role Of A Financial Advisor: To Serve Or To lead?
05-21-2019
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
Great Fact-Finding Questions To Engage Clients About Retirement
04-10-2019
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 Biggest Factor That Shaped My Beliefs
12-17-2018
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.
Are you thinking big?
12-12-2018
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.
Why I Talked To Every Client About Disability Insurance
11-30-2018
Early in my career a friend shared a story that dramatically strengthened my conviction for disability insurance.
Transform Your Prospecting Results With One Simple Idea
11-13-2018
Here is one simple technique to use in your annual reviews that can dramatically enhance your ability to generate referrals and prospecting results.
Taking Action: Moving Forward with Your Financial Plan
09-26-2018
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
One Simple Way To Manage Your Time More Effectively
08-21-2018
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
What To Do When Clients Don't Buy
07-26-2018
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
How To Open Your Planning Meetings With Clients
06-28-2018
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
Scheduling Annual Reviews
Overcoming Objections To Setting Up Annual Reviews With Clients
06-01-2018
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.