The REACHING Blog

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,

“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

I recently worked with Ron, an advisor in Cleveland. Ron is one of the most knowledgeable advisors I know. He has every designation you can think of. He studies tax law so that he can advise his clients of the tax consequences of everything he recommends. He reads insurance policies and annuity contracts cover-to-cover, and

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

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