I’ve taken to sharing a line with attendees at my workshops that I borrowed from my colleague, Mitch Axelrod: “Imperfect action beats perfect inaction every single time.” Too many of the people I talk with are waiting…waiting until they have their next license…waiting until their legal knowledge or product knowledge or some other knowledge is…
“I’ve been at this for five years,” James, a financial advisor with a small solo practice, told me last week. “How do I get people to proactively send me referrals?” “Deserve them,” I told him. “But all my clients are already satisfied with my service,” he protested. “Satisfying your clients isn’t enough to turn them
A Guest Blog by Forrest Wallace Cato Today, I’m giving my weekly message over to Wally Cato, the acclaimed publicist and writer, who interviewed me, Tom Hopkins, and before his recent passing, Zig Ziglar. A longer article containing the following excerpts appears in the latest Insurance Pro Shop® newsletter. While our interviews were primarily focused on helping financial
I was listening to an old interview with Michael Port last week, and I smiled when the subject of “elevator speeches” came up. “We hate giving them,” he told Louise Crooks of BlogTalkRadio’s Keys to Clarity, “And we hate listening to them. Why, then,” he continued, “Do we keep making them?” Despite plenty of sales
You worked your way up to asking a client for a referral and, after a bit of squirming, you made the request…only to hear an evasive response: I can’t think of anyone. I don’t know anyone. I never give referrals. Let’s see how things go for a while. Everyone I know is already working with
My friend and colleague, coach and author Steve Chandler, recently wrote this: “Most people try to move toward wealth in embarrassing, clumsy ways. They have cynicism programmed into them from an early age. So they want a course called Manipulate and Grow Rich, or Network and Grow Rich or Win People Over and Grow Rich.” “They see
