Ron, an insurance agent in the northern part of Texas, had the worst sales record for life insurance in his branch. “I want to do better,” he told me during our first coaching call, “but I guess I’m just afraid of prospecting.” I asked Ron if he had ever talked with his more than 600
A member of my e-letter family, Paul, wrote me to tell me he liked the “date” analogy in my article, Stop Asking For Referrals. Paul shared an experience many of us has had: I met with a couple in their sprawling suburban home. They were worth at least $13 million dollars. Some of that money
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
