I’ve been following marketing consultant Robert Middleton for many years now. Some time ago Middleton put out a list of tips for solopreneurs and consultants that I have adapted for financial and insurance professionals: Be able to tell people clearly what you do. If even your family doesn’t understand fully what you do, how do you

It was 2019, and David had hit a plateau in his business as a financial advisor. He started with what his manager called his “warm market”—his family—and took on a very few clients. But he was too uncomfortable to ask them for referrals, so he turned next to buying so-called “qualified leads.” He was spending

If you need a quick laugh and some food for thought, I recommend the Scrambled Eggs podcast with Dan Hill! I was recently a guest on the podcast. We talk about my book, Become a Client Magnet: 27 Strategies to Boost Your Client-Attraction Factor. We also redefine PROSPECTS: 1) Somebody with a pulse. 2) People with

Too many advisors use “junk” words with clients and others that negatively impact their effectiveness. If you’re using any of these weak words or phrases below in your communications with clients, prospects, your team…or anyone… you should stop using them right away.  1. Actually…  “Actually, the reason I’m calling is…I’m actually going to be seeing

My good friend and colleague, Nev Vujosevic, recently posted an article entitled “6 Secrets to Masterful Productivity no one talks about”. I thought it was powerful enough to share here: 1) Secret #1 to Quality Productivity: Understand YOUR Preferences & Barriers. Nev tells us that the thousands of tips, tricks and trends out there that are supposed to help us organize ourselves and achieve our desired

Before his death in 2015, the famous publicist, Forrest Wallace (“Wally”) Cato interviewed me for an article he was writing that included an interview with Tom Hopkins and quotes from the Zig Ziglar, who had passed away a few years earlier. The following are excerpts from Cato’s interview: Wally: What do clients expect from a