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

A TALE OF TWO ADVISORS

A favorite hypothetical of mine: Let’s imagine two professionals in the same field.  We’ll call them Advisor A and Advisor B. We’ll give them the same educational background, the same training, the same resources and connections, and even similar personalities and work ethic. But when we put them out in the field, I can promise

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

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

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

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

Ask More Questions FIRST

Cheryl, an advisor who consulted me to help her find and keep more clients, was questioning why I told her to spend most of her appointment times asking questions, rather than telling her potential clients about her knowledge and abilities. “In the past,” she protested, “I spent as much time as I could telling them

Ask a Thousand People!

My friend and colleague, Julie Blake, recently related this story to a group of coaches to which we both belong.  She was talking with her son Josh on the way back from YMCA winter camp: Josh: Mom, I asked a girl to dance with me at the camp dance. Mom: What did she say? Josh:

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