After over 20 years working with financial and insurance professionals, I have learned that most of them don’t see themselves as business owners, so they don’t look that closely at their business metrics. Usually, they can tell me about their gross income and their assets under management. Sometimes—but not always—they can give me a breakdown
Dear Sandy, How do I get past my run of bad luck and get my practice back on track? It seems that every time I get close to landing a big client, something bad happens to kill the deal: My alarm clock doesn’t work and I oversleep; I forget an important document I needed for
“Before we discuss whether we’re all in sales,” I asked at a recent workshop, “someone tell me what selling is?” “Getting people to buy what you’re offering,” one attendee answered. “Manipulating them into doing what you want them to do,” volunteered another. “Twisting their words around so they feel like they’re foolish if they don’t use your services,” proclaimed another.
A lot of the work I’ve been doing lately with advisors starts with their story that they are disorganized and have poor time management. They want me to share tips and strategies for becoming more organized and managing their time better. But in most cases, their problem isn’t time management at all, it’s a problem
[embedyt] https://www.youtube.com/watch?v=zligxuzT6rA[/embedyt] Unlike the 20- and 30-year veterans I’ve been interviewing, Joe Milano reached Top of the Table in 2020. So he knows what you need to do right now to reach that level of production. Joe is a manager whose own production got him there. During our interview he explains his daily discipline and
In my past life, I was a lawyer in my own successful practice. At first, I loved it. People hate lawyers, but they love their own—and my clients loved me as much as I loved them. Eventually, though, I grew to hate my career choice and the way I was practicing more and more—so many
