A Lesson From Tom Brady About the Winning Mindset

Maybe you’re tired by now of hearing the name Tom Brady. But bear with me here one more time…  Years ago, rapper and millionaire entrepreneur Jesse Itzler, bought a race horse with a bunch of friends, including Tom Brady. They named the horse “Guts”.  Itzler tells about the horse, this way: The horse came in 2nd

Jan 24 2021


When I was working in the field training advisors, I was struck by how often they would arrange a conversation with a prospective client only to end up at a home with a dark porch or with an office no show, or that dreaded last minute cancelation.   Branch managers would actually tell new advisors not

Upset woman at desk
Jan 10 2021

Awareness is Part of the Cure

By now, you’ve been working on implementing that plan to make 2021 a great year.  But inevitably, while you’re trying to accelerate your business growth, there will be times when you’re overcome by any or all of these feelings and emotions: Anxiety Fear of the future Overwhelm Feeling that you’re “not enough” Feeling that you’ve

Dec 27 2020

10 Thoughts about your business for 2021

I want to share 10 random thoughts about your business that may help you as the new year rolls in on us: 1. If you make ‘security’ or ‘certainty’ your goal you’ll be a failure.  Security and certain are the lowest forms of happiness. 2. A major reason advisors are not successful is that they

Dec 13 2020

The Path

The ideas here and, admittedly, a lot of the language, have been borrowed from my friend, colleague, and sometimes mentor, author Steve Chandler. But they’re completely in line with what I coach advisors on every day: A lot of advisors have “shiny object” syndrome. They’re continuously pulled away from the prosperous business they want to

Man with head on desk
Nov 29 2020

Stop Struggling! Attract what you want instead

If you are struggling with something—STOP! Hard work is often necessary if you want to succeed at something. But struggling usually isn’t, and doesn’t generally get you what you want any faster. Stop struggling and try instead to focus on the belief that you can have it. You have to be willing to allow yourself to have it.

Nov 16 2020

Focus on What You Have and Give Thanks

Almost 30 years ago, my Thanksgiving dinner was only homebaked bread – not because I loved bread, but because I couldn’t digest anything else. I had lived through a horrific automobile accident, a diagnosis of colon cancer and the news that it had started to spread, two major abdominal surgeries, chemotherapy and radiation treatments, and

Building trust
Nov 08 2020

Bring the Four Swordsmen of Client Service With You

Part II of Lessons From the Master: Building Trust I received a lot of positive feedback from last month’s discourse between the Young Professional and the blind Master. One subscriber, however, asked about the statement the Young Professional just tosses out about knowing how to build Trust with his Clients. “You’ve told us about being

Woman writing at desk
Nov 01 2020

The Right Business Entity for Insurance and Financial Teams

The COVID-19 crisis has shown us that you can’t really account for what might happen in the future. This has put financial planning and insurance at the forefront of everyone’s mind, with CNBC reporting that many Americans are now racing to buy life insurance. In the meantime, and partly in response to this increased demand,

Happy customer
Oct 19 2020

Be Impressed, Grasshopper – Not Impressive

“Master,” the Young Professional addressed his mentor, “You have told us that in order to hire us, a client must Like us and Trust us.” “That is correct, Grasshopper,” the Master replied. “I understand how I can earn a client’s Trust,” continued the Young Professional, “But how do I get him to Like me in the short