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The REACHING Blog

Do You Know Your Most Important Numbers?

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…

Do You Have An ‘Inner Game’ Challenge?

A batter steps to the plate, takes a few practice swings, and then takes his place for the first pitch. He knows where and how to stand, how to grip the bat, how to shift his weight when he swings, how to keep his eye on the ball, and how to read the pitch as…

Knowledge is NOT Power

Two advisors start their careers with comparable financial and social advantages and connections, and identical training and education.  One becomes highly successful.  The other doesn’t.  How do we account for this? If we examined their situations more closely, we would see that the highly successful advisor constantly takes intensely focused action to get where he wants to…

Don’t Wait Until You Feel Confident

[Adapted from an article written by my colleague, Rich Litvin.  Most of the language is his] Meryl Streep has received a record 21 Academy Award nominations and won three. She has received a record 32 Golden Globe Award nominations and won eight. Yet she’s said, “I have varying degrees of confidence and self-loathing… You can…

Man waiting for phone call

Don’t Put Your Client’s Friendships at Risk

A few years ago, Eric, one of my friends, asked me to refer him to an advisor who could help him increase his life insurance.   I happened to have been working at the time with a husband-and-wife advisory team in our state, Andrea and Michael.  Eric asked me to arrange an introduction to Andrea,…

Smiling woman talking to client

Here’s Why Your Fees Don’t Matter

Years ago, in my attorney days, I was sitting with a client, looking at her auto insurance policy in connection with a fender bender. In reviewing the policy declarations, I noticed that she and her husband were grossly overpaying for the family coverage. I suggested that they shop around and get some quotes from other…

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