Apr 01 2015

What’s the Difference?

What distinguishes a successful person from a person who is not so successful?  This week, Sandy offers his advice on how “intensely focused action” can make all the difference.

Even a DOG Can Do It…

My fellow coach Amir Karkouti shared a story with some of his colleagues recently that I want to share with you now: Some time ago, a team of scientists took a dog and put him in a cage where the floor had a very mild electric current running through it—just enough to make the dog

The GREAT Little Marketing Secret: Send a Note Card.

Thank clients for their business.  Thank them for referrals.  Remind them about their appointments.  And do each of these…with a handwritten note.  Find an excuse to send a note card to people you meet, people who provide services to you, and people who you serve. We have all become so accustomed to communicating by email, text,

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

TEN TIPS for Boosting Year-End Numbers

With fewer than ten weeks to go in 2013, I’ve put together a list of the most effective ideas for my financial advisor friends to boost their holiday sales.  Even if you’re not a financial or insurance professional, I know you’ll find at least some of these ideas useful. 1.  Keep your schedule filled with

Holiday Sales are Easy as Pie

For most advisors, the Fourth Quarter means a year-end blitz to improve their production numbers, hours billed, and company or office standings.  Realistically, there are only a few ways to do this: 1) Find more clients 2) Find more ways to serve existing clients 3) Make more sales 4) Make bigger sales The majority will

The Keys to an UPGRADE Are in Your Hands

Nine coaches, myself included, were sitting in a hotel meeting room in Scottsdale, Arizona, mesmerized by Master Coach Steve Hardison, the guest speaker at our workshop.  To have Hardison coach you exclusively, you have to be willing to pay $150,000 up front, plus all of your travel and lodging to, from, and in Arizona (no

Sales Skills for Financial Professionals: Listen with FOCUS

Last week, we discussed the first of Three KEY Skills that will help you master the art of getting and keeping clients: (1) The ability to ask provocative questions (2) The ability to listen with total focus on your client (3) The ability to relate compelling stories and metaphors In this article, I’ll discuss the second of these skills: 2. The ability to

You WEREN’T Too Direct, YOU JUST DIDN’T SERVE.

“I think I ought to go back to the way I was doing it before,” Ron, an advisor in Nevada, asserted to me in his weekly coaching check-in email.  He had just taken advantage of an opportunity to teach a one-session evening class on financial concepts for a local college’s adult education program. One of

Be Your Own Tree

Last week, I read an article by Dan Waldschmidt in the publication LifeHealthPro that inspired me to sit down and write this article of my own.  The gist of Dan’s piece was that just because some technique or strategy works for someone else doesn’t mean that it will work for you.  Not everything works for