The REACHING Blog

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

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

Several years ago, I worked with Bruce, a regional sales manager, who taught his advisors five rules: Be HONEST Be FAIR Be REASONABLE Give GOOD DIRECTION, and Be FIRM While all of these are rules for dealing with prospects and clients, Bruce told them, the most important person to apply them to is yourself: Be

This post could save you years of frustration AND bring in hundreds of thousands of dollars in new business. One of the ways I help my clients is by being able to simplify things that appear to them to be complex. And my, oh my, are some advisors’ strategies complex! They feel like they need