Don’t get me wrong, I’m not about clinging to the “good old days” when thank you notes were sent on stationery and not via e-mail, and people used their mouths to have every day conversations instead of their fingers. I e-mail and text with the best of them. But certain things are best done the…
One of the biggest challenges the advisors I work with bring to me is their terror of asking clients to introduce them to their business associates, friends and family members. I’ve been present during appointments where a financial advisor asked a client, without flinching, for $500,000–and received it. that same advisor, however, could not muster
The last time I wished someone a Happy New Year today, this thought stopped me mid-sentence: Everyone says it, but do they know how to do it? It’s difficult not to look at this week as the first week of a new chance to have what you want in your life–to be happy. So, we make resolutions.
“What’s your mission?” I asked my client, Annette, a realtor who was disappointed that she was starting her third coaching session without a new client for her business. I could sense from her silence on the phone that she was puzzled by my question. “My mission?” she finally asked. “If you want to attract clients
I want to share another e-mail with you: Dear Sandy, My grandmother, with whom I was very close, passed away in August. I was feeling good before that. I was feeling positive, confident, enjoying my career and the possibilities laid out in front of me. Since her death, however, I have felt the opposite: negative, lacking
A while ago, I wrote about how to handle the “let me think about it” objection. Right after it was published, one of my clients asked me if there was a way to avoid getting all the way to the point where it’s time to obtain a commitment and ending up at that point where
