Intensive Coaching for Financial and Insurance Professionals | Build Confidence, Improve Communication, Lead

Essential Truths.


Make this New Year your best yet!

I’ve been following coach/consultant Robert Middleton for many years now. Middleton, whose main market is independent professionals, claims to have recently found an old list of the tips below saved on his iPad, and now calls them “‘Pithy Sayings’ that teach essential truths.” I have further distilled them for you here with full credit due—and a link—to his account:

1. If not even your family understands fully what you do, how do you expect your prospective clients to understand?
We can’t assume people understand us, and if they don’t, we only have ourselves to blame.

2. In networking, make it your main job to follow-up.  Above all else, follow through with friendly persistence.
It’s always your move, no matter how—or if—the prospect responds.  People are busy.  So patiently try again; it will usually pay off.

3. In speaking, people don’t want to be bored—they want to be informed and entertained.
Communicate powerfully so that your prospects really see the value of your services.

4. Nobody’s going to buy from you unless they know what’s in it for them.
Understand what your prospects need and want. What are their issues, their challenges, and their aspirations? How can you make it easier for them?

5. In selling, nobody likes to be pressured.  They like to be listened to.
Few of us practice listening religiously.  Notice that as soon as you stop listening, the pressure and manipulation starts.  Amazingly, you can listen your way into a sale much more effectively than you can prove your service is right for someone.

6. When talking about your services, tell stories to make things absolutely clear.
When you use stories, people put themselves inside the scene you are telling and relate completely.

7. Nobody’s going to remember you or think about you if you don’t stay in touch with them.
Don’t be so arrogant as to think people will remember you after one or two contacts.  Stay in touch.

8. Over-communicating can be just as bad as under-communicating, especially if every communication is a pitch.
Give people better information, valuable stories and examples—something they can use.  This will endear you to people and when you have something to promote, they’ll listen because you’ve gained their respect and attention.

9. If you don’t ask for what you want, you’re not likely to get it, in life or in business.
Yes, it’s terrifying to ask.  And yes, you just might get rejected if you do.  But isn’t it better to know one way or the other?  Ask, get an answer, and move on.

10. Nobody wants to buy from an arrogant jerk; they want to buy from a nice person who they can trust.
Marketing and selling sometimes do funny things to people.  They can turn you into a pushy person who always has the right answer.  Cultivate humility in marketing and selling.  Your prospect will tell you if you have the right answer or not.

If you can incorporate all of these tips into your business mindset, you’ll be off to a great start in 2013.  Join my No-Cost Business Planning Webinar on January 3rd—or simply contact me—and I’ll help you turn these sayings into your very own Essential Truths.  For now, rest and rejoice, but remember, ‘tis the season to keep REACHING…

16 Disciplines

I suppose it would have been more fun if I called them 16 “hot tubs” for advisors, or less intimidating if I called them “practices,” but after 17 years of working with and observing how the most successful advisors, it's clear that there are branches of knowledge involved. 


Practice these simple 16 disciplines daily and watch how quickly and easily your practice grows.

You have Successfully Subscribed!

Scroll to Top