A few years ago, I presented a teleseminar for advisors throughout the U.S. on referrals. During the live Q and A, Paul, an advisor in the Midwest, expressed frustration with his efforts to grow his practice by asking for introductions. “I ask my clients about people they know who could use my help,” he told…
My fellow coach Amir Karkouti shared a story with some of his colleagues recently that I want to share with you now: Some time ago, a team of scientists took a dog and put him in a cage where the floor had a very mild electric current running through it—just enough to make the dog
I’ve taken to sharing a line with attendees at my workshops that I borrowed from my colleague, Mitch Axelrod: “Imperfect action beats perfect inaction every single time.” Too many of the people I talk with are waiting…waiting until they have their next license…waiting until their legal knowledge or product knowledge or some other knowledge is
“I’ve been at this for five years,” James, a financial advisor with a small solo practice, told me last week. “How do I get people to proactively send me referrals?” “Deserve them,” I told him. “But all my clients are already satisfied with my service,” he protested. “Satisfying your clients isn’t enough to turn them
A Guest Blog by Forrest Wallace Cato Today, I’m giving my weekly message over to Wally Cato, the acclaimed publicist and writer, who interviewed me, Tom Hopkins, and before his recent passing, Zig Ziglar. A longer article containing the following excerpts appears in the latest Insurance Pro Shop® newsletter. While our interviews were primarily focused on helping financial
I was listening to an old interview with Michael Port last week, and I smiled when the subject of “elevator speeches” came up. “We hate giving them,” he told Louise Crooks of BlogTalkRadio’s Keys to Clarity, “And we hate listening to them. Why, then,” he continued, “Do we keep making them?” Despite plenty of sales
