HOW TO IMPROVE YOUR PERFORMANCE

Two advisors start their careers with similar backgrounds—the same education and training—and similar connections and people skills.  Within two years, one of them is extremely successful, and the other is struggling. Maybe “the other” isn’t bringing in enough clients, or the right kinds of clients.  Maybe he is working so hard that he has no

Take Mighty Swings

Baseball fans know that most of the great home run hitters also have unusually high rates of strikeouts.  The most revered of these players, Babe Ruth, once advised a fan: “Never let the fear of striking out get in your way.”  But most of us are too afraid of striking out to swing hard enough

Tell a Better Story

Brad, a financial representative with a major Broker-Dealer, was complaining about email and phone interruptions.  He knew he was getting so caught up in playing with his smart phone—trying to figure out how it could alert him only for certain contacts—that he was sacrificing hours of real work. “You make choices,” I told him, “about

Are Your Words Powerful?

Jim is a Senior Sales Manager who oversees a dozen branch offices for a financial services company.  Each office has a Branch Manager who oversees 10-20 advisors. Last week, Jim told me how he had asked each of his managers to bring certain advisors of theirs to a meeting he thought would benefit them—and how

BUY HER A GIANT GUMMY BEAR

Magic happens in your career when you stop trying to call and drop in on anyone who might be breathing and have a few dollars, and start, instead, to take extraordinary care of your existing clients. I’ve been working with Bryant, a financial advisor in New York, who has been “just getting by” for nearly

Magically REACT

Several years ago, I appeared as a guest on the BlogTalkRadio program Greenpath to Wealth, hosted by Coretta Fraser.  At that time, I shared my Seven Strategies to turn yourself into a Client Magnet.  At least one listener from among my e-subscribers, Barbara, had questions that never made it onto the program.  But I’d like to

End “Analysis Paralysis”

I often start a seminar by asking for a show of hands from professionals and entrepreneurs who have enough quality clients—they don’t need any more.  Usually, one or two people raise their hands.  If there are a hundred people in the room, however, that means that ninety-eight percent of them do not have enough clients (or

The BEST Advisor in Illinois

No, I don’t plan to share an opinion here about who the best advisor in Illinois is, but I wanted to make this point: Most of us know how to meet prospective clients, talk to them, and have them retain us, but the what we do is not a problem.  The problem is who we

Make Everything OK

Several months ago, a Facebook friend shared with me this “Magic Button”.  Use it RIGHT NOW by exerting less effort than Dorothy did; just CLICK ON IT TWICE!!!  Once to navigate beyond this page, and again once you’re on the Magical Site.  Just a few seconds, and you’ll be beyond the rainbow: OK, now that you’ve been

DITCH THE EMAIL APPROACH

“I am an insurance agent who has now ventured into financial planning,” Gary, a subscriber, told me the other day.  “My biggest challenge,” he continued, “is marketing my services.  I have tried emailing my insurance clients, but have received no responses.” “What can I do differently?” he asked. I’d like to share some of my