You know you need to pick up the telephone and call people, or businesses, that might need your services, but the thought of doing it makes you feel too “uncomfortable” (read as “afraid”). You’re afraid–of being rejected and of appearing awkward and foolish. These are just two of the “Seven Paralyzing Fears” I discuss in
Watch Bill Bishop’s Interview
Fear of success…limiting beliefs…a negative view of your world… Are these the real reasons you’re not making it to the Top? Watch Bill Bishop’s interview of me on the Entrepreneur Resource Network where we discuss these internal challenges. Keep REACHING…
Getting New Clients is a Simple 3-Step Process
If contacting the people you already know to talk to them about their financial or insurance situation is uncomfortable, watch Sandy’s latest Vlog video. keep REACHING…
Focus On Where You Want To Go–Not The Wall! [from BECOME A CLIENT MAGNET]
If you’re racing toward a curve and you focus on the wall you don’t want to hit–you’ll probably hit it. Race car drivers like Scott Dixon and Jimmie Johnson know that whether it’s a wall or a wreck in front of you, your focus needs to be on where you want to go, not the
You Don’t Need More Information. You Need to ACT.
Troy, a financial advisor in Ohio, claimed to be making constant prospecting calls, but he barely earned $50,000 last year. “I’ve taken several sales training courses and am always reading sales books,” Troy told me during our initial coaching conversation. “I’m not sure why none of it is working for me,” he concluded. When I questioned
Getting to the TOP
If you’ve qualified for membership in the Million Dollar Round Table and want to get to Court or Top of the Table, there are really only two ways to make that happen: 1. Significantly increase your number of sales 2. Significantly increase the size of your sales Either of these paths alone could get you
I Hope You Dance!
If you’ve had some success but you’re still not where you want to be, your situation might be caused by one of these three roadblocks: 1. You don’t want it badly enough. To achieve anything of great significance, you need to possess a burning desire to make it happen. Now and then, a client will consult me
Gold Medals? Or Alligators?(from BECOME A CLIENT MAGNET)
In the Great Swamp Race, two runners led the pack. Fred was running this grueling race through twisted vines, muck and mire in the alligator-infested swamp, motivated by his desire to win the gold medal by crossing the finish line first. Ted, on the other hand, might have started out with the same intention, but
Failing on Purpose?
Throughout my years as a coach, I’ve noticed a sad but interesting phenomenon: People often choose failure over success—on purpose. A few years ago, I asked a group of coaches who were attending the event at which I was speaking how many of them were there because they needed more clients. All 47 of the
CONNECT…BUILD RAPPORT…OFFER YOUR HELP
“I don’t want to cold call,” Robert, a financial advisor in Michigan who I had been working with, began. “But I don’t know how to fill my time.” We were discussing Robert’s second career, for which he had proclaimed his passion, but for which he just hadn’t been finding enough clients. “Let’s start with the people