The REACHING Blog

In March of 2022, I visited my grandchildren in northwestern Canada.  One of our day adventures was climbing to the top of the ski mountain, Big White. In the winter, with several feet of snow on it, Big White’s surface is a series of smooth, rolling ski trails of different levels of difficulty. But in…

“I made some money. Yippee!” “I didn’t make money. OMG.” “I made some money. Yippee!” “I didn’t make money. OMG.” Are you exhausted yet? A good day…a bad day…a good week…a bad week…etc. Advisors everywhere, including advisors who have already passed the $100,000 gross mark, are living in a world like this. And their peers

Peter has been an independent life insurance agent since 2010. In our Zoom consultation, he asked me for help with his focus and his guilt feelings. “I’m making a living,” he told me, “But I know I could be making more and be more mentally satisfied.” When I asked Peter what he meant, here’s some of what he told

Things were going great for Raymond, an advisor in rural Oregon.  He had developed great relationships with his best clients, he was well respected in his community, and the biggest farmer in the community asked him to research something for him—opening a serious possibility that the man might be interested in switching advisors. Despite (or

If you want more business, challenge your clients. In 2011, Brent Adamson and Matthew Dixon published, The Challenger Sale, based on an extensive study of different types of business-to-business sales reps. They divided the sales reps they studied into five categories: The Challenger: As a Challenger, you offer a new perspective to your prospect and don’t shy

Your clients aren’t introducing you to great prospects, and so your business isn’t growing like it used to – and like you want it to. You’ve been telling yourself that they just aren’t coming across anyone who needs your help. And you’ve been believing this story. But it’s not true! Even in the worst days of the