The REACHING Blog

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

Many advisors come to me after trying everything they can think of to get their stagnant business growing again. They tell me all the things they’ve tried—online, radio and TV advertising… local sponsorships…expensive dinner seminars…training from top advisors…etc., with poor results, and about all the money they’ve spent. They tell me why they don’t want

If you’re one of those advisors who has avoided reaching out to friends and family, you need to know that your avoidance can lead to tragedy, and to understand why it’s important that you change your thinking. In the year 2000, having successfully transitioned out of my law career into a seminar and sales training

You’ve broken through the 6-figure annual earnings barrier, but everything you’re doing isn’t getting you to the mid-six figures or beyond.   And if you’re fully committed to make that happen, you’ve tried buying lists, paying for expensive dinner seminars, learning the process of another successful advisor to try to make it your own, increasing your