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

Which Pony Would YOU Buy?

The story below is from an article (by Jay Abraham) that my coach and colleague, Rich Litvin, shared with me just the other day.  I’m passing it on to you this week because it’s a great illustration of a concept every professional should understand. ___ A farmer wanted to buy a pony for his little

Too Bad; NOW You’re A CLIENT!

Recently, I was reminded of an old allegory about a man who dies and goes to Heaven.  Finding the venue a little dull, he asks if he might be allowed to explore the “Other Place“, and is permitted to go there for a brief visit. Upon his arrival down below, the Devil shows him a

But I Needed Help with SALES…

Marie is a sales representative for her own small company, offering businesses printing and web design services, but she has not been making much money at it.  She wanted coaching to do better, but she didn’t feel she could afford it. Last month, Marie took on an additional job as an account manager, and decided

“Buyer’s Remorse”

I thought I’d share an e-mail I received recently from an attorney who attended one of my programs… Dear Sandy, I am a corporate attorney.  At a recent event for alumni of my college, I met an alumnus, George, who had started a company with a partner and was looking for an attorney to help him with several matters on