At the beginning of his classic self-help book, Think and Grow Rich, Napoleon Hill tells the story of R. U. Darby and his uncle, who went out to Colorado from their homes in Maryland to strike it rich digging for gold. After finding a carload of ore, their mine ran dry. They dug on for
Many professionals complain about the long hours they work. For some, at least, all those hours are being compensated. These professionals are moving and shaking because they want to make as much money as possible—even at the cost of family time, recreation, and often, their own health. It’s difficult to be sympathetic about their complaints,
You Can’t Count the Time You Spend Washing Socks Read More »
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
