Ask for What You Need.

Let’s talk movies.  My father loved the “lone hero” characters played by Gary Cooper, who faced off with all of the bad guys virtually solo in the 1952 movie High Noon. To my dad, Cooper represented the idea that action heroes had to find their way by themselves.  Dad believed that strong, successful people don’t

Lost A Big Client? Be an Action Hero!

“I’VE JUST LOST MY BIGGEST CLIENT!“ Edwin, a management consultant I coached many years ago, blurted out on the phone one day.  “What am I going to do now?” Edwin’s one client provided him with half of his six-figure income. The loss was, he told me, through no fault of his own and at the “worst possible

Don’t Throw the “Quit Switch”

At the beginning of his classic self-help book, Think and Grow Rich, Napoleon Hill tells the story of R. U. Darby and his uncle, who went out to Colorado from their homes in Maryland to strike it rich digging for gold. After finding a carload of ore, their mine ran dry.  They dug on for

You Can’t Count the Time You Spend Washing Socks

Many professionals complain about the long hours they work.  For some, at least, all those hours are being compensated.  These professionals are moving and shaking because they want to make as much money as possible—even at the cost of family time, recreation, and often, their own health.  It’s difficult to be sympathetic about their complaints,

Dec 18 2013

CONCEIVE It, BELIEVE It, ACHIEVE It!

A few years ago, I was asked to give the keynote address at the Thirtieth Anniversary Celebration of Princeton Toastmasters.  I decided to speak about Napoleon Hill’s discovery in the 1930s that the wealthiest and most successful people of his time were all following the same Simple Success Formula: If you conceive an idea for

Small Talk, BIG SALES: Lessons from a Master Moneymaker

Mehdi Fakharzadeh is one of the most successful insurance sales agents in history.  At 92, he is still taking on and servicing clients. Mehdi achieved his success despite starting out with a severely limited grasp of the English language and American customs.  Now, at the top of his industry, he is famous throughout the world—with

Throw Away Your “To Do” List

Every week, I try to provide you with a message of value—either to keep you motivated, or to help you hone your skills to get more clients—or for whatever else you want in your life.  Today’s message has an almost Shakespearian relevance: “To Do” or “NOT to Do”…That is the Question! During my workshops, when

If You Really Want It, Don’t Back Away

COME TO PRINCETON IN OCTOBER AND BECOME A REFERRAL MASTER If you’re a financial or insurance professional, join me on Saturday, October 19th for an all-day Mastering Client Referrals Workshop. Boost your year-end sales and start 2014 on a roll.  For details, take a look at https://sandyschussel.com/mcr-workshop Register by Friday to take advantage of the Early Registration Discount.  Or call me at (609)

Jun 27 2013

Imposter Syndrome (cont.): Success ISN’T Chance.

“I’ve just been lucky,” my client, Jerry, responded when we started talking about the success of his financial practice. Jerry started working with me when he felt he had hit a plateau.  He was afraid to lose what he had built by raising his management and planning rates, and he wasn’t sure what he wanted

Jun 05 2013

Chasing Whales? (Start with JUST ONE.)

Bill is a financial services representative in the Southwest U.S. who told me that one of the greatest challenges for him was his fear of reaching out to the already “successful” people in his community who he thought he could help. “I have a list of these people I never call,” he told me.  “The