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

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

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

Sales Skills for Financial Professionals: Powerfully Relate

Last week, we discussed the second of three basic yet essential skills that will help you get, and keep, more and better clients: (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 At last, we’ve made it to the Third Skill: 3. The ability to

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

Work Smarter III: Focus on the Vital Few

“There’s just never enough time to do all the things that need to be done!” Dave, an insurance producer, told me during a recent workshop.  “Is it possible,” I asked Dave, “that you’re focusing on the trivial many instead of the vital few, and that’s why you don’t have enough time?” I explained to the

Apr 02 2013

HELP Your Clients BE HEROES

Financial advisors avoid it whenever they can.  Coaches tremble at the thought of it.  Lawyers pretend it’s beneath them, so they won’t have to do it.  Even when I show them how to do it, they find ways to avoid it.  What is this unthinkable task?  …Asking for referrals. Why won’t they ask?  Either they’re

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

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,