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.…
FedEx used to be “The one to call when it absolutely, positively has to be there overnight.” That was their brand. For a while, when you did a Google search for “gecko”, GEICO would appear first—even before the definition of the word or description of the animal. The gecko has become a major part of the company’s…
If you want to qualify for the Million Dollar Round Table (MDRT), the 2024 requirements are a gross income of $128K with at least 37K coming from new business. If you want to get to Top of the Table (TOT), the gross income requirement is $769K. Whether or not you pay attention to the MDRT,…
If you’re feeling overwhelmed, you might think it’s because you have too much to do. But it’s more likely that the time in which you need to do it isn’t being properly managed. Not taking control of your time leads to stress and anxiety. Interruptions and “pop up” tasks distract you, and the most important…
It can happen to anyone: We speak to someone who is thinking about hiring us. She calls again with a question and leaves a message to call her back. We’re enthusiastic about the possibility of working with her. But when we return her call, she’s suddenly unavailable—forever. I call this the “Approach-Avoidance Tango”, and it’s…
