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,

Apr 05 2020

16 Disciplines of Top Advisors

If you missed any part of Friday’s webinar or just want to see it again, here’s the replay.  You don’t have to figure out how to survive and thrive virtually on your own. Let’s talk through some of the steps you can take that will help you get there. Use my online calendar to schedule a discussion.

Apr 05 2020

Growing Your Practice in This Troubled Time

We’re all faced with the terror brought on by the coronavirus and the inability to meet with clients and prospects in person, coupled with the fears of a significant recession. These challenges certainly make it difficult to retain clients, and the idea of bringing new clients may seem like climbing Mt. Everest.   But, ironically,

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

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

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 in

Mar 16 2020

Actions to Take in the Time of COVID-19

“It’s the disaster everyone has been predicting for years,” Bob, an advisor in Ann Arbor, Michigan, told me during our online coaching session.  “My income is going to be down and who knows how many clients I’m going to lose,” he continued. In California, Rick, one of my clients who has been advising against investing

Kobe Bryant
Feb 03 2020

Work Ethic

The death of Kobe Bryant at 41 in that helicopter crash was a tragedy. He was someone to be admired in so many ways and from whom advisors can learn a lot. Just hours before Bryant’s death, LeBron James had remarked to a reporter that he, LeBron, had been inspired by Bryant’s work ethic throughout

Happy customer
Feb 16 2020

Get Them to Tell Stories About You

A while ago, I dropped into a well-known department store to buy a blue shirt. There was a good selection in my size and they were more or less in order on the shelves and in the bins. I found a shirt in my size. The sales assistant was friendly and professional. She told me

Jan 20 2020

Too Bad, Now You’re A Client!

This past week I was reminded of an old joke about a man who dies and goes to Heaven. Finding it a little dull, he asks if he might be allowed to explore the “Other Place,” and is allowed to go down for a visit. Upon his arrival, the Devil shows him a beautiful cavern