The REACHING Blog

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

Advisors who have seen the growth of their business slow somewhere above the $100,000 gross mark and want to get it growing again try to make it happen in several ways that don’t work well for them: Increasing their hours doing the same work that got them to that point. This is exhausting and often

Nearly 30 years ago, I had a lucrative law practice that was, literally, killing me. I wanted to keep the income flowing but cut my hours from 60 plus a week down enough that I could spend quality time with my wife and two little girls, but I didn’t know how to make that work.