In order to get to
WHERE YOU WANT TO GO
you need to give up
WHAT GOT YOU TO WHERE YOU ARE.
~ Jim Effner ~
Great Fact-Finding Questions To Engage Clients About Retirement
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
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?
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
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
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
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
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
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
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
Overcoming Objections To Setting Up Annual Reviews With Clients
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.
Why You Should Embrace Annual Reviews With Your Clients
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
Straight To Voicemail? Here's How To Keep Meetings From Referrals
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.