Even a DOG Can Do It…

My fellow coach Amir Karkouti shared a story with some of his colleagues recently that I want to share with you now: Some time ago, a team of scientists took a dog and put him in a cage where the floor had a very mild electric current running through it—just enough to make the dog

Dec 18 2013

CONCEIVE It, BELIEVE It, ACHIEVE It!

A few years ago, I was asked to give the keynote address at the Thirtieth Anniversary Celebration of Princeton Toastmasters.  I decided to speak about Napoleon Hill’s discovery in the 1930s that the wealthiest and most successful people of his time were all following the same Simple Success Formula: If you conceive an idea for

The GREAT Little Marketing Secret: Send a Note Card.

Thank clients for their business.  Thank them for referrals.  Remind them about their appointments.  And do each of these…with a handwritten note.  Find an excuse to send a note card to people you meet, people who provide services to you, and people who you serve. We have all become so accustomed to communicating by email, text,

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

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

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

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

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

Aug 21 2013

Rejection Therapy

Be sure to check out my recent interview on entrepreneurship, sales, and success at Letsmote.com! __________________________________________________________________________________ If you fear rejection—in your telephone conversations, or when you ask a prospect to engage your services—you’ll definitely want to spend just 24 minutes viewing the following Video Lecture by Chinese-American entrepreneur Jia Jang at the World Domination Summit. Jang talks about