Do these thoughts run through your mind? Even a little bit of the time? “I’m not good enough.” “They’re going to find me out.” “I should really be better at…” “I’m not enough of an expert…” You’re not alone. In a 2016 interview, actor Tom Hanks said this about his career: “No matter what we’ve…

Most advisors have had the occasional experience of receiving an unsolicited referral from a client or another professional. And any advisor would want to make that happen more often, but it appears random. It happened, but you don’t think you did anything special to make it happen. What if there was something special you could

“You’ll never get a bill from me. All I ask is that you refer me to other people like yourselves. Here’s our referral sheet. Would you please list 10 names and phone numbers of people I can call.” “I get paid in two ways. I get a small fee from the companies I do business

In my 23 years working with financial and insurance professionals, I’ve seen advisors ask without hesitation for $300,000+ commitments from clients, for large single premium insurance policies or to invest. But when it came to talking with these clients about someone they know who could benefit from doing the same thing, they couldn’t bring themselves

Imagine stepping into a boxing ring or an MMA cage to face an opponent without months of vigorous training, studying your opponent’s moves, and having a plan for how to win the fight. You couldn’t even think of being proactive as your opponent is bearing down on you, Everything would be defensive and reactive. And you

Most advisors who have passed $10K/month in production are struggling to find the free time that this industry promises them. There’s too much paperwork, because they don’t have the people and the systems they need in place. They’re trying to treat all of their clients in the same way instead of segmenting their service approach.