Several years ago, during a teleconference where Josh Hinds had interviewed me about my work, listeners got to hear one participant, Matt (not his real name), tell us that he was about to receive an acceptance of his offer to work with a big, new client. “How do I deal with the feeling that I may have oversold them,”…
Some time ago, I read an article by Dan Waldschmidt in the publication LifeHealthPro that inspired me to sit down and write this article of my own. The gist of Dan’s piece was that just because some technique or strategy works for someone else doesn’t mean that it will work for you. Not everything works
Bill is a financial services representative in the Southwest U.S. who told me that one of the greatest challenges for him was his fear of reaching out to the already “successful” people in his community who he thought he could help. “I have a list of these people I never call,” he told me. “The
Two advisors start their careers with similar backgrounds—the same education and training—and similar connections and people skills. Within two years, one of them is extremely successful, and the other is struggling. Maybe “the other” isn’t bringing in enough clients, or the right kinds of clients. Maybe he is working so hard that he has no
Call me Crazy (or maybe just call me “Coach”) but when someone calls me and catches me off guard to try and sell me something, I usually don’t hang up on him. I listen and respond to his inquiry, and then I make suggestions to him on how to improve his approach. For most professionals,
While most people think that the biggest fear we face in our professional lives is the fear of failure, the fear of success is actually much more insidious and damaging. Lisa, age 28, had been earning $40,000 a year at her corporate job and switched to a straight commission financial job working for one of
