Put Referrals on Your Agenda

A few years ago, I presented a teleseminar for advisors throughout the U.S. on referrals. During the live Q and A, Paul, an advisor in the Midwest, expressed frustration with his efforts to grow his practice by asking for introductions. “I ask my clients about people they know who could use my help,” he told

SERVE, and Grow Rich

My friend and colleague, coach and author Steve Chandler, recently wrote this: “Most people try to move toward wealth in embarrassing, clumsy ways.  They have cynicism programmed into them from an early age.  So they want a course called Manipulate and Grow Rich, or Network and Grow Rich or Win People Over and Grow Rich.” “They see

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

Client Retention: They Changed Their Minds!!!

After two visits—a total of six hours—advisor Marianne had gotten an enthusiastic “thumbs up” from her new “almost clients”—a young professional couple with small children—to prepare a financial plan for them.  The plan would specifically include some much-needed life insurance.  There was no doubt the mission was going forward! But a few days later, just

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

“And How Are You Today?”—Yuck!

Call me Crazy (or maybe just call me “Coach”) but when someone rings to try and sell me something, I usually don’t hang up on him.  I listen and respond to his inquiry, and then I make suggestions to him on how to improve his approach. For most professionals, cold calling for new clients is

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

NEEDY IS CREEPY!!!

A few years ago, my fellow coach, Rich Litvin, decided to try speed dating.  About a month after his first experience, he went to a second speed-dating event, where he ran into another guy who he recognized from the first event. “Did you get many dates from the first one?” the man asked him. “Three,”

Handling Objections: Give Up the Need to Be RIGHT

Happy Valentine’s Day! Have you ever been aggravated trying to prove to some “nitwit” prospect that his objection to your offer makes no sense—so aggravated, in fact, that you ended up in an argument with him and, of course, ended all possibilities of ever making him a client? Why was it so important for you