“Before we discuss whether we’re all in sales,” I asked at a recent workshop, “someone tell me what selling is?” “Getting people to buy what you’re offering,” one attendee answered. “Manipulating them into doing what you want them to do,” volunteered another. “Twisting their words around so they feel like they’re foolish if they don’t use your services,” proclaimed another.…
A lot of the work I’ve been doing lately with advisors starts with their story that they are disorganized and have poor time management. They want me to share tips and strategies for becoming more organized and managing their time better. But in most cases, their problem isn’t time management at all, it’s a problem
[embedyt] https://www.youtube.com/watch?v=zligxuzT6rA[/embedyt] Unlike the 20- and 30-year veterans I’ve been interviewing, Joe Milano reached Top of the Table in 2020. So he knows what you need to do right now to reach that level of production. Joe is a manager whose own production got him there. During our interview he explains his daily discipline and
In my past life, I was a lawyer in my own successful practice. At first, I loved it. People hate lawyers, but they love their own—and my clients loved me as much as I loved them. Eventually, though, I grew to hate my career choice and the way I was practicing more and more—so many
After over 20 years working with financial and insurance professionals, I have learned that most of them don’t see themselves as business owners, so they don’t look that closely at their business metrics. Usually, they can tell me about their gross income and their assets under management. Sometimes—but not always—they can give me a breakdown
A batter steps to the plate, takes a few practice swings, and then takes his place for the first pitch. He knows where and how to stand, how to grip the bat, how to shift his weight when he swings, how to keep his eye on the ball, and how to read the pitch as
