In one of the Facebook groups where I serve as a group expert, I keep seeing posts like this one: “If your business isn’t growing, the only person who can help you is a top producer!” It’s not true. As a sales trainer, advisor success coach, and practice development consultant with 25+ years and
I’ve lost count of how many times a financial advisor has looked at me with exhausted, shame-filled eyes and said some version of this: “I would be so much more successful if only I had a better work ethic… if I were more committed… if I could just stop sabotaging myself.” Every word of
You’ve just spent 90 minutes with a couple who seemed genuinely interested in working with you. Then one of these things happened: You found out that they have no money to invest, or they weren’t serious about buying insurance from you, and you’ve just wasted a lot of time with them; or You set
Anita’s hands were visibly shaking as she talked about preparing for her next client review meeting. A successful advisor in her mid-thirties, she wasn’t happy about how slowly her business was growing, and she knew exactly what she should do: ask for referrals. But, she explained, every time she tried, the words stuck in her throat. “What
You didn’t build your financial or insurance business to drown in busy work. Remember the vision you had when you started? Meaningful conversations with clients. Building wealth and protecting families. Making a real difference in people’s financial lives. Instead, you’re buried in emails, chasing prospects who aren’t serious, and wrestling with systems that create
You have seven seconds. That’s how long it takes for a prospect to form their “trust verdict” about you. Seven seconds to decide whether you’re just another salesperson—or someone who truly understands their world. Why Your Introduction Is Costing You Clients Picture this moment: You’re at a networking event, a referral meeting, even a
The Story That Makes Prospects Want to Work With You Read More »
