Jul 17 2021

Know If It’s Okay to Ask For The Sale

The photo above is a still from a video my colleague Rich found online and recently wrote about. The young man says to the crowd, “Hi guys! She’s gonna be here any minute now. I’m gonna propose to my girlfriend!” She arrives, and he launches into an emotional speech dedicated to his girlfriend of four

Camera lens
Jul 05 2021

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

Fortune Cookie
Jun 21 2021

Be First, Be Daring, Be Different

Some time ago, I opened up a fortune cookie at the conclusion of a Chinese dinner and read: “To Be Successful in Business Be First, Be Daring, Be Different.” I dropped the fortune into my nearly empty tea cup. But then it struck me that this little slip of paper extolled the exact advice I

Man in suit
Mar 22 2021

Defining Success: 3 Steps To A Happier Life

In a world with so many coulds, woulds, shoulds and wants, how do you know how to select what’s best for you—what will make you successful? Is it being way rich, way famous, way beautiful or way powerful? Or is something that comes from the inside? Here’s how you tell: First, complete this sentence: “I know how successful I am by how _________(fill

Man working at desk
Apr 04 2021

Stop Stopping!

I often talk with clients and in workshops about the “success formula” Napoleon Hill shares in his 1935 classic, Think and Grow Rich: (1) Set a clear goal. What do you want to accomplish? (2) Develop a detailed plan to reach that goal. Define exactly what actions you will need to take (3) Take immediate (and, as Tony

What You Need
May 24 2021

You Don’t Need What You Think You Need

Advisors come to me believing that they need certain things they’re not getting.  But usually what they think they need is not what they actually do need.  See if something here sounds like you: You think you need confidence. You don’t. Confidence is a result, not a prerequisite to taking action. Fear is often a byproduct of desire. Think

Why, how, what
Jun 06 2021

What’s Your WHY?

“People don’t buy WHAT you do, they buy WHY you do it.” ~ Simon Sinek Leaders who have worked with me know that I believe that business owners and professionals need to be crystal clear about their answers to three questions: Who do you work with? (Who are your customers/clients?) What do you give them that

Mar 07 2021

Be the Best Version of You… Not a Copy of Another Advisor

If you follow America’s Got Talent, you may remember the audition of Hunter Price. Simon Cowell stops the young singer 31 seconds into his song, telling him a hard truth, “Hunter, I think what you were doing was very generic…” Then he compliments him and challenges him with a question, “I think you have a

Race horse
Feb 20 2021

A Lesson From Tom Brady About the Winning Mindset

Maybe you’re tired by now of hearing the name Tom Brady. But bear with me here one more time…  Years ago, rapper and millionaire entrepreneur Jesse Itzler, bought a race horse with a bunch of friends, including Tom Brady. They named the horse “Guts”.  Itzler tells about the horse, this way: The horse came in 2nd

Jan 24 2021


When I was working in the field training advisors, I was struck by how often they would arrange a conversation with a prospective client only to end up at a home with a dark porch or with an office no show, or that dreaded last minute cancelation.   Branch managers would actually tell new advisors not