Learn to EARN Referrals

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

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The Psychology of Referrals

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

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Leading vs. Managing

  Image credit: Pixabay Leading and managing have become so synonymous with each other in our language that an employee might refer to his boss

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STOP STOPPING!

I often talk with clients and in workshops about the “success formula” Napoleon Hill shares in his 1935 classic, Think and Grow Rich: (1) Set

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What’s the Difference?

What distinguishes a successful person from a person who is not so successful?  This week, I talk about how “intensely focused action” can make all the

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It May Seem Contrary, but…

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

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

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