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
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…
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
How to Lose Your Clients: 7 Sure Strategies
Today I want to give you some pointers on how to lose clients. If you want to lose clients, employing these strategies will ensure that you do: 1. Avoid regular communication. Make sure that you never update clients about the status of their case. Don’t proactively report to them on a regular basis, whether
Dec
04
2018
SQUEEZE 12 HOURS INTO 8
I’ve worked with CEOs who bemoan the fact that they are “forced” to work 60+ hour work weeks. Unless you WANT to spend that much of your time working, and to forsake having any kind of family or personal life, you shouldn’t be doing it. “But there just IS that much to do!” my client
It’s Time for an Attitude of Gratitude
I have a wonderful, supportive wife and an amazing family. I made it through 42 radiation treatments this year to beat cancer for the third time. I had the opportunity over the past year to work with a team of financial advisors spanning from Pennsylvania to South Carolina while continuing my work with my regular
SUCCESS: It’s about who you’re BEING
Success, however you define it, may not be easy to attain, but what you need to do to be successful is simple. You’re the boss. The buck stops with you. If you want your organization to be successful, you have to get it from where it is at “A” to where you want to go–“B”.
STAY HUNGRY. STAY FOOLISH.
In 2005, Steve Jobs gave the commencement address to the Stanford graduating class of approximately 5,000 students. “I never graduated college,” he began, and then held his audience’s attention as he told three stories. The first story was about “connecting the dots”. Jobs told them that even though he dropped out, he continued to attend