Let Me Think About It
When a new client says “let me think about it” narrow down what he needs to think about by asking questions.
The REACHING Blog
NEEDY IS CREEPY!!!
A few years ago, my fellow coach, Rich Litvin, decided to try speed dating. About a month after his first experience, he went to a second speed-dating event, where he ran into another guy who he recognized from the first event. “Did you get many dates from the first one?” the man asked him. “Three,”
To Attract Clients, Create ADVOCATES.
My thanks to renowned publicist Wally Cato for his unsolicited, unpaid, over-the-top article about me in this week’s Insurance Pro Shop newsletter. Read the Article>> The other day, I was listening to a very successful advisor and entrepreneur talk about how client “attractors” are so much more successful and less stressed out than client “chasers”. My book,
Is SUCCESS Ruining Your Practice?
“I think too much business is the worst thing for my practice,” Brandon complained. Brandon is a financial planner who was working with four or five newer clients. He was worried that he was too busy to be out looking for his next clients, and in a few weeks, he’d have no one waiting in
Handling Objections: Give Up the Need to Be RIGHT
Happy Valentine’s Day! Have you ever been aggravated trying to prove to some “nitwit” prospect that his objection to your offer makes no sense—so aggravated, in fact, that you ended up in an argument with him and, of course, ended all possibilities of ever making him a client? Why was it so important for you
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Work Smarter (cont.): A Lesson in Activity Management
“I can’t get any work done,” one of my clients recently complained. “I’m interrupted so many times each day that nothing seems to get finished. I really need your help to manage my time!” “We can’t really manage time,” I told her. “But we can manage our activities.” Then, I gave her three suggestions for
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