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

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

Did Your Prospect Make Her SECOND DECISION?

I’ve shared a good deal of information with you recently on being willing to brand (and speak up about) the special service experience that only you offer.  Consider this a prequel to all of that.  Good; so, you’re special!  But before we get into it… The last time you sat down with a prospect, you

STOP SELLING!

Are you aggressively selling your services and finding that few prospective clients—even those who are clearly in your target market—are buying? Or, maybe you’re struggling to find new clients because you’re afraid that if you reach out to people you’ll appear to be selling—something you just can’t bring yourself to do? STOP IT! “What is

Why Should I Buy It from YOU?

I have written before on the Three Universal Marketing Questions that anyone selling his or her services needs to know the answers to: (1) What are you offering? (2) To whom are you offering it? (3) Why should they hire you? The third point—the “why”—seems to be the most troubling for many people. “You should

Sales Skills for Financial Professionals: Ask Provocative Questions

To be truly successful at getting clients, your passion for your work must be accompanied by Mastery of Three Skills: (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 focus on the first of

Learn This “Secret” from Victoria

“It seems like you’ve already got nearly as many clients as you can handle,” I declared to Victoria, a CPA (Certified Public Accountant) who had just started working with me.  “So, how can I help you?” “Well, the truth is, Sandy, that none of them have any money,” she confided. Victoria is 27 years old

Focus on the SERVICE, NOT the STANDINGS.

Two years ago, Karen became a “Top Ten” representative out of the several hundred agents at her financial services firm.  She received a certificate, a $15,000 bonus, and a great deal of attention from her peers. Last year, she barely made it into the Top Thirty… In January, Karen called me for help.  “I didn’t

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