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

Throw Away Your “To Do” List

Every week, I try to provide you with a message of value—either to keep you motivated, or to help you hone your skills to get more clients—or for whatever else you want in your life.  Today’s message has an almost Shakespearian relevance: “To Do” or “NOT to Do”…That is the Question! During my workshops, when

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

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

Handling Objections: Give Up the Need to Be RIGHT

Happy Valentine’s Day! Have you ever been aggravated trying to prove to some “nitwit” prospect that his objection to your offer makes no sense—so aggravated, in fact, that you ended up in an argument with him and, of course, ended all possibilities of ever making him a client? Why was it so important for you

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:

As If Your Life Depended on It…

I pushed too hard the other day.  Or did I? I was trying to get Janis, a relatively new financial services representative who works at a branch of a large insurance company, to take the last available seat in my workshop program.  I had offered her help with the tuition, and she had committed on

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

Einstein’s Tip: Cure Insanity

Burt, an independent financial planner who was already making a good living, was looking for a way to further increase his sales. With my coaching help, he started a marketing (“prospecting”) program that was based on my Client Magnet discipline, paying attention to the fact that clients are usually tuned to radio station WII-FM (“What’s