A few days ago, an insurance company branch manager I’m coaching, Brian, was complaining that his agents were not doing what he told them to do. “I wanted them to talk with their older clients about introducing them to their children,” he told me, “But most of them didn’t do it.” “How did you ask…
Clients often seek me out hoping that I can help them DO what they need to do, so that they can HAVE what they want in their lives, and then BE the person they always wanted to be. But this approach is actually in the wrong order. If they get help to BE the person
“I don’t know how I got to this point,” Richard told me. Richard was in his sixteenth year as an attorney. He was still a “Junior” Partner in his firm because he did not bring in enough business to be promoted to Senior Partner. He was still working sixty hours a week and, although he
Tomorrow my American friends and I celebrate Thanksgiving. It’s a day to be with family, to eat too much, and to reflect on all of those things and people in our lives for which we are grateful. In my life there are so many: A loving family and dear friends…good health…living in relative peace and
Peter is a top financial advisor with annual earnings approaching seven figures. He is a consummate professional devoted to his target market: the “average” American who wants the advice usually reserved for so-called “high net worth” clients. There is nothing about Peter that suggests “salesman“. His look is “regular guy”. He dresses as his target
“Branding” is just one end of the client-funnel. This week, terrifying as it may be, I’d like to talk about what’s at the other end…the “s” word. You know…“sales”. Whether you’re marketing your services, trying to get a new job, or looking for a business partner, at some point, you’ll be “selling” yourself or your
