A few years ago, I was asked to give the keynote address at the Thirtieth Anniversary Celebration of Princeton Toastmasters. I decided to speak about Napoleon Hill’s discovery in the 1930s that the wealthiest and most successful people of his time were all following the same Simple Success Formula: If you conceive an idea for
A favorite hypothetical of mine: Let’s imagine two professionals in the same field. We’ll call them Advisor A and Advisor B. We’ll give them the same educational background, the same training, the same resources and connections, and even similar personalities and work ethic. But when we put them out in the field, I can promise
I had been limping around for three weeks with a pain across the top of my left foot that didn’t seem to be getting any better. I made it through five straight days on my feet for two workshops and an active vacation, but the pain did not subside. So, I finally decided to visit a
Are Your “Gatekeepers” Killing Your Client Relationships? Read More »
Thank clients for their business. Thank them for referrals. Remind them about their appointments. And do each of these…with a handwritten note. Find an excuse to send a note card to people you meet, people who provide services to you, and people who you serve. We have all become so accustomed to communicating by email, text,
The GREAT Little Marketing Secret: Send a Note Card. Read More »
Mehdi Fakharzadeh is one of the most successful insurance sales agents in history. At 92, he is still taking on and servicing clients. Mehdi achieved his success despite starting out with a severely limited grasp of the English language and American customs. Now, at the top of his industry, he is famous throughout the world—with
Small Talk, BIG SALES: Lessons from a Master Moneymaker Read More »
After two visits—a total of six hours—advisor Marianne had gotten an enthusiastic “thumbs up” from her new “almost clients”—a young professional couple with small children—to prepare a financial plan for them. The plan would specifically include some much-needed life insurance. There was no doubt the mission was going forward! But a few days later, just
