Satisfaction is the lowest acceptable level of service to a client. You have to know you deserve referrals–and to really earn them, you have to

The referral conversation became uncomfortable because the advisor was uncomfortable. “Will my client think I’m needy?” You have to know that referrals are good for your clients by remembering that

Advisors and other salespeople often mistake “selling” for the art of persuasion. But really, it’s about making meaningful (sometimes emotional) inquiries into your prospects’ lives,

You got into your business because you wanted to help people. But the people you help want to do the same! Change your mindset to

Sandy explains how “I would do it if only I had the confidence” is a backwards concept, and how to get the confidence to get

What’s one of the biggest lies we tell ourselves?  You may recall you have to choose to accomplish anything in business.  But it all starts

We’ve heard all the theories on the “right timing” of getting referrals from your clients. But there’s an easy way to tell if it’s ok

Create a referral network with Centers of Influence by finding someone you can act with. An advisor and an attorney, for instance, can create an

Shift your perspective around asking for referrals, and more will follow. Sandy can help you move away from your NEED–the ugly thing that gets in

Even clients who’ve been adamant about not giving referrals will be willing to introduce you to someone if you’re specific about who you want to

What’s the best way to choose what to do when you’re stuck on something major? Let “yes, yes, hell no!” be your guide. If your

  Fear keeps us from asking for what we need. But more than fear, our learned response to it is what stops us in our

  There’s a more effective way to deal with clients than to simply try and get them from how they feel straight to your proposed

It may seem contrary to Sandy’s best advice, but “Challengers” actually get higher marks than “Relationship Builders” when it comes to making sales. Sandy explains