Get Clients to Tell Stories…

“I’ve been at this for five years,” James, a financial advisor with a small solo practice, told me last week.  “How do I get people to proactively send me referrals?” “Deserve them,” I told him. “But all my clients are already satisfied with my service,” he protested. “Satisfying your clients isn’t enough to turn them

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

Are Your “Gatekeepers” Killing Your Client Relationships?

I had been limping around for three weeks with a pain across the top of my left foot that didn’t seem to be getting any better.  I made it through five straight days on my feet for two workshops and an active vacation, but the pain did not subside.  So, I finally decided to visit a

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

Holiday Sales are Easy as Pie

For most advisors, the Fourth Quarter means a year-end blitz to improve their production numbers, hours billed, and company or office standings.  Realistically, there are only a few ways to do this: 1) Find more clients 2) Find more ways to serve existing clients 3) Make more sales 4) Make bigger sales The majority will

What’s MY Value?

How are we doing? What are you getting out of our work together? Anyone in a business or professional practice should be asking clients questions like these on a regular basis. A sincere discussion about your value—and the places where you could give more value—can help you keep the clients you have already and obtain

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

Go (or DRIVE) the Extra Mile

In early December, my younger daughter, an actress, had a brilliant idea for a New Year’s marketing campaign.  “What if I could send casting directors and producers a little moving image of myself somehow—like, they could open a box and there, my reel would appear, before their eyes?  Like Princess Leia in her holographic message,

Essential Truths.

HAPPY HOLIDAYS… Make this New Year your best yet! I’ve been following coach/consultant Robert Middleton for many years now. Middleton, whose main market is independent professionals, claims to have recently found an old list of the tips below saved on his iPad, and now calls them “‘Pithy Sayings’ that teach essential truths.” I have further distilled them for