Author name: Sandy Schussel

Every talent we can find in a leader has a dark side. My friend and colleague, Rich Litvin, recently wrote about this. What follows here is entirely in his words, but it reflects the work I do with clients on a daily basis: “Here are 9 strengths I see in highly successful people, along with…

I spoke to an advisor last week who declared:   “I suck at lead generation and marketing…. But I’m really good at what I do and end up closing most of the people I sit down with.” Then he asked me, “How do I generate leads and get some new clients rolling in?” Here’s how

Van Mueller has qualified for Top of the Table in the MDRT for over 30 years. He didn’t start out a winner – in fact, he struggled for 16 years and was actually fired. But then he learned what he shares with us in this conversation, qualified for the MDRT in a year, made Court

I’ve been following marketing consultant Robert Middleton for many years now. Some time ago Middleton put out a list of tips for solopreneurs and consultants that I have adapted for financial and insurance professionals: Be able to tell people clearly what you do. If even your family doesn’t understand fully what you do, how do you

It was 2019, and David had hit a plateau in his business as a financial advisor. He started with what his manager called his “warm market”—his family—and took on a very few clients. But he was too uncomfortable to ask them for referrals, so he turned next to buying so-called “qualified leads.” He was spending

If you need a quick laugh and some food for thought, I recommend the Scrambled Eggs podcast with Dan Hill! I was recently a guest on the podcast. We talk about my book, Become a Client Magnet: 27 Strategies to Boost Your Client-Attraction Factor. We also redefine PROSPECTS: 1) Somebody with a pulse. 2) People with