
Awareness is Part of the Cure
By now, you’ve been working on implementing that plan to make 2021 a great year. But inevitably, while you’re trying to accelerate your business growth,

10 Thoughts about your business for 2021
I want to share 10 random thoughts about your business that may help you as the new year rolls in on us: 1. If you

The Path
The ideas here and, admittedly, a lot of the language, have been borrowed from my friend, colleague, and sometimes mentor, author Steve Chandler. But they’re

Stop Struggling! Attract what you want instead
If you are struggling with something—STOP! Hard work is often necessary if you want to succeed at something. But struggling usually isn’t, and doesn’t generally get

Focus on What You Have and Give Thanks
Almost 30 years ago, my Thanksgiving dinner was only homebaked bread – not because I loved bread, but because I couldn’t digest anything else. I

Bring the Four Swordsmen of Client Service With You
Part II of Lessons From the Master: Building Trust I received a lot of positive feedback from last month’s discourse between the Young Professional and

The Right Business Entity for Insurance and Financial Teams
The COVID-19 crisis has shown us that you can’t really account for what might happen in the future. This has put financial planning and insurance

Be Impressed, Grasshopper – Not Impressive
“Master,” the Young Professional addressed his mentor, “You have told us that in order to hire us, a client must Like us and Trust us.” “That

Are you an Owner – or a Victim?
My friend and colleague, author Steve Chandler, divides leaders and business owners into two groups, the OWNERS who take charge of their businesses and their

SERVE…and Grow Rich
A few years ago, my friend and colleague, coach and author Steve Chandler, recently wrote this: “Most people try to move toward wealth in embarrassing,

“Quality” Problems and “Inversion Thinking”
When you’re successful, you don’t have fewer challenges, you have higher level challenges—Quality Problems. Quality Problems are the kind that if you try to tell

Change Your Focus from Internal to External
For most advisors, marketing, or “prospecting,” is a challenge. They try everything: Cold calling, cold “drop bys”, calling from purchased (or provided) lists, calling their

What You’ll Be Remembered For
It’s unlikely that you’ll be remembered for things you tried but gave up on. What you will be remembered for will be the things you

Identify Your Personal Roadblocks
You’re a talented, knowledgeable—even successful–advisor. But your business isn’t where you want it to be because you’re getting in your own way. Which of these

Sandy Interviews Top of the Table veteran Kelly Smith
Kelly Smith has been a Top of the Table Advisor for 14 years. He qualified for MDRT at the very beginning of his career. Kelly

Happy Independence Day weekend!
Wishing you a Happy Independence Day weekend! While I’m pleased how many different countries my followers are from, as you might suspect, the great majority

PROCRASTINATION ISN’T THE REAL PROBLEM
In most of my conversations with advisors, there’s a point when they freely admit that what’s holding them back is…them. This is always true. All success

I don’t want to be silent…
I’m straying from my usual sharing of business tips and ideas today to write about something much bigger and more important. The last few months

Growing Your Business Virtually
Some of my clients are busier than ever. Others are having difficulty adapting to the virtual world. If you fall into the second category,

Focus Your Resources on an Ideal Client
According to Canadian management consultant, Grant Hicks, “75% of advisors have never defined their ideal clients.” In a recently published article, Hicks goes on to