Jun 09 2020

I don’t want to be silent…

I’m straying from my usual sharing of business tips and ideas today to write about something much bigger and more important. The last few months have tested us all, bringing out the best and worst in us. The best include doctors, nurses, and hospital staff who have become heroes, along with the providers of essential

Jun 17 2020


In most of my conversations with advisors, there’s a point when they freely admit that what’s holding them back is…them. This is always true. All success comes from the inside. Most of the time, they believe that challenges like procrastination, perfectionism and endless distractions are the culprits. But these are symptoms of the real challenge, not

Jul 02 2020

Happy Independence Day weekend!

Wishing you a Happy Independence Day weekend! While I’m pleased how many different countries my followers are from, as you might suspect, the great majority are Americans. Some are Republicans, some are Democrats. Some are liberals, some are conservatives. Some are male, female, white, black, straight, gay, elderly or  young. Some are of European, Hispanic,

Jul 08 2020

Sandy Interviews Top of the Table veteran Kelly Smith

Kelly Smith has been a Top of the Table Advisor for 14 years.  He qualified for MDRT at the very beginning of his career. Kelly tells us about the importance of connections made throughout life, of continuously building your technical knowledge, and of being willing to grab onto new opportunities when they present themselves. You can

Road blocks are frustrating
Jul 12 2020

Identify Your Personal Roadblocks

You’re a talented, knowledgeable—even successful–advisor. But your business isn’t where you want it to be because you’re getting in your own way. Which of these personal roadblocks applies to you? You’re a Perfectionist – you hold back from taking action until things are 100% perfect. So, you never get to achieve at the level highest

Business success
Jul 27 2020

What You’ll Be Remembered For

It’s unlikely that you’ll be remembered for things you tried but gave up on.  What you will be remembered for will be the things you REFUSED to give up on. The problem I see with many advisors is that they give up too easily: They give up on deeply serving their clients. They give up

May 20 2020

Growing Your Business Virtually

  Some of my clients are busier than ever. Others are having difficulty adapting to the virtual world. If you fall into the second category, I have put together a program that will help.  Here’s what you can learn: Ways of communicating with your existing clients that go beyond what you’ve been doing and result

Smiling woman on phone
May 11 2020

Focus Your Resources on an Ideal Client

According to Canadian management consultant, Grant Hicks, “75% of advisors have never defined their ideal clients.” In a recently published article, Hicks goes on to say that the advisors who do focus on their ideal clients grow their practice by 17% or more annually. Your business should be running on systems and processes that work

Apr 26 2020

Make Time For You

While some advisors are telling me that they have time on their hands that they did not have before March of this year, many are telling me just the opposite–that they’re busier than ever.  Now that so many of us are working from home, it’s even more important to take time for yourself! I recently

Mar 29 2020

Let Me Think About It

After a recent webinar, Ben, an advisor who has been in the business for more than 20 years, asked me, “What do you do when you hear those dreaded words—“Let me think about it…” “What do you do now when someone says that to you?” I asked him. “My usual response,” he replied, “is something like, ‘Sure,