It can happen to anyone: We speak to someone who is thinking about hiring us. She calls again with a question and leaves a message to call her back. We’re enthusiastic about the possibility of working with her. But when we return her call, she’s suddenly unavailable—forever. I call this the “Approach-Avoidance Tango”, and it’s…
Most advisors face one or both of these challenges as their business grows: (1) Getting in front of enough qualified prospects; and (2) Building and working with a team that can support their growth While many of the the advisors and agents who have reached out to me over the years have been looking for
I sometimes ask advisors who are exploring coaching with me a question I picked up from internet list-building guru, Tellman Knudson: “Whose hero do you want to be?” The question is designed to get a client focused on his target market. Once I know whose hero he wants to be, and he has described his
Thomas Edison had a ridiculous idea in 1878–to create a safe, cost-effective lamp that ran on…electricity! Everyone knew that attempts to use electricity to create light had resulted in fires, explosions, and meltdowns; it could never be used to safely light anything. Edison, however, believed that it was possible to use electricity to create a
If you’re a financial or insurance professional looking to grow your business, you’ve probably been enticed to buy somebody’s system—to learn how they became successful and do all of the same things they do. For some advisors, this may have worked to help you achieve substantial growth. But a great number of advisors find that
It’s not just about what you’re DOing. Who are you BEing? Read More »
At the end of a two-hour long “fact finding” meeting, advisor Marianne told her seemingly enthusiastic prospects that she would be researching a couple of things and then putting together a plan for them, and set a follow-up appointment with them. They were a young professional couple with young children. Their plan would specifically include
