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

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

“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

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

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,

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

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

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

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

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

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

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’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

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

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

While some advisors are telling me that they have time on their hands that they did not have before March of this year, many are

After a recent webinar, Ben, an advisor who has been in the business for more than 20 years, asked me, “What do you do when

If you missed any part of Friday’s webinar or just want to see it again, here’s the replay.  You don’t have to figure out how to survive

We’re all faced with the terror brought on by the coronavirus and the inability to meet with clients and prospects in person, coupled with the

“It’s the disaster everyone has been predicting for years,” Bob, an advisor in Ann Arbor, Michigan, told me during our online coaching session.  “My income