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

By now, you’ve been working on implementing that plan to make 2021 a great year.  But inevitably, while you’re trying to accelerate your business growth, there will be times when you’re overcome by any or all of these feelings and emotions: Anxiety Fear of the future Overwhelm Feeling that you’re “not enough” Feeling that you’ve

I want to share 10 random thoughts about your business that may help you as the new year rolls in on us: 1. If you make ‘security’ or ‘certainty’ your goal you’ll be a failure.  Security and certain are the lowest forms of happiness. 2. A major reason advisors are not successful is that they

The ideas here and, admittedly, a lot of the language, have been borrowed from my friend, colleague, and sometimes mentor, author Steve Chandler. But they’re completely in line with what I coach advisors on every day: A lot of advisors have “shiny object” syndrome. They’re continuously pulled away from the prosperous business they want to

If you are struggling with something—STOP! Hard work is often necessary if you want to succeed at something. But struggling usually isn’t, and doesn’t generally get you what you want any faster. Stop struggling and try instead to focus on the belief that you can have it. You have to be willing to allow yourself to have it.

Almost 30 years ago, my Thanksgiving dinner was only homebaked bread – not because I loved bread, but because I couldn’t digest anything else. I had lived through a horrific automobile accident, a diagnosis of colon cancer and the news that it had started to spread, two major abdominal surgeries, chemotherapy and radiation treatments, and

Part II of Lessons From the Master: Building Trust I received a lot of positive feedback from last month’s discourse between the Young Professional and the blind Master. One subscriber, however, asked about the statement the Young Professional just tosses out about knowing how to build Trust with his Clients. “You’ve told us about being

The COVID-19 crisis has shown us that you can’t really account for what might happen in the future. This has put financial planning and insurance at the forefront of everyone’s mind, with CNBC reporting that many Americans are now racing to buy life insurance. In the meantime, and partly in response to this increased demand,

“Master,” the Young Professional addressed his mentor, “You have told us that in order to hire us, a client must Like us and Trust us.” “That is correct, Grasshopper,” the Master replied. “I understand how I can earn a client’s Trust,” continued the Young Professional, “But how do I get him to Like me in the short