“I think too much business is the worst thing for my practice,” Brandon complained. Brandon is a financial planner who was working with four or five newer clients. He was worried that he was too busy to be out looking for his next clients, and in a few weeks, he’d have no one waiting in…
Happy Valentine’s Day! Have you ever been aggravated trying to prove to some “nitwit” prospect that his objection to your offer makes no sense—so aggravated, in fact, that you ended up in an argument with him and, of course, ended all possibilities of ever making him a client? Why was it so important for you
Handling Objections: Give Up the Need to Be RIGHT Read More »
In early December, my younger daughter, an actress, had a brilliant idea for a New Year’s marketing campaign. “What if I could send casting directors and producers a little moving image of myself somehow—like, they could open a box and there, my reel would appear, before their eyes? Like Princess Leia in her holographic message,
Most of us start our businesses or careers backwards. Instead of figuring out what kinds of lives we want to have, and then making our professional choices as part of strategic plans to attain those lives, we first choose businesses or careers, and then let them take us wherever they decide we can go. Over time, we
Planning Extended: Ask Yourself the RIGHT Questions Read More »
More insurance and financial professionals than I ever expected showed up for my webinar last week on Business Planning for 2013. But I was even more surprised, in talking with attendees in the days that followed, to learn how many of these professionals could not answer basic questions about their essential numbers. Whatever field you’re
My friend and colleague, Julie Blake, recently related this story to a group of coaches to which we both belong. She was talking with her son Josh on the way back from YMCA winter camp: Josh: Mom, I asked a girl to dance with me at the camp dance. Mom: What did she say? Josh:
