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

Addressing the Need for Life Insurance
12-06-2017
See how advisors can discuss the need for life insurance with their clients by addressing three core components: debt, education and survivor income.
The Approach: Here’s How To Open New Client Meetings
11-17-2017
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.
What Are Your New Clients Thinking?
10-20-2017
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.
Loose Ends Lose Clients – How To Close A Fact Finder
10-13-2017
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.
Four Timeless Lessons From My Early Years In Financial Services
09-25-2017
I am often asked how I became successful in my financial services career. While there is no magic bullet, here are four timeless lessons.
Beyond the Numbers: Understanding Your Client’s Story
09-13-2017
Fact finding requires gathering key financial data from your prospects. It also means taking the time to understand the story beyond the numbers.
The Mental Game of Prospecting
08-30-2017
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.
Overcoming “No” – Handle Phoning Objections Like A Pro
08-16-2017
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
The Simple Keys To Phoning For New Client Meetings
08-02-2017
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
When It Comes To Time Management – Think Like A Surgeon
07-21-2017
Most reps have never been trained how to effectively manage their time. Learn proven strategies to create an ideal calendar and maximize efficiency.
Think You Don’t Have To Prospect? Think Again.
07-05-2017
p { margin-top: 0em; margin-bottom: 1.1em; } Why do you prospect? It’s a simple question that does not always have a simple answer, especially as you achieve success and the