In his best-selling book, The ONE Thing, Gary Keller asks: “What’s the ONE thing you can do, such that by doing it, everything else will be easier or unnecessary?” This question creates a great tool for advisors who find themselves doing too many things and easily distracted. Every day I work with advisors…
Troy, a financial advisor in Ohio, claimed to be making constant prospecting calls, but he barely earned $50,000 last year. “I’ve taken several sales training courses and am always reading sales books,” Troy told me during our initial coaching conversation. “I’m not sure why none of it is working for me,” he concluded. When I questioned
You Don’t Need More Information. You Need to ACT. Read More »
The story below is from an article by Jay Abraham. I’m passing it on to you this week because it’s a great illustration of a concept every professional and business owner should understand. ___ A farmer wanted to buy a pony for his little daughter. There were two for sale in his town. Both ponies were
I was calling an advisor client of mine, Bill Peterson. The story is true but the name here is fictitious. The phone rang seven times, so I was expecting voice mail. Instead, I was greeted by an unhappy, bored, stressed female voice. “Mr. Peterson’s Office,” the voice grumbled crankily. “May I speak with him?” I
I talk with CEOs almost every day who appear to have two people residing in their bodies: The Fearless Leader and the Fearful Manager. When the Fearless Leader is in charge, she has a clear vision of the company’s future and plans to get it there. She knows she will need to invest time, energy, human resources and money to
“People don’t buy WHAT you do, they buy WHY you do it.” ~ Simon Sinek Business leaders and advisors who have worked with me know that I believe that they need to be crystal clear about their answers to three questions: Who do you work with? (Who are your customers/clients?) What do you give them
