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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…

Beating THE “BUT” MONSTER

You know the feeling: You gave the presentation of your life!  You were “on fire”.  Every question was met with a dazzling, intelligent, emotional, cogent, coherent answer.  Every idea that you could share with your clients or prospective clients found its way into your head and flowed bountifully into your words.  But… As you’re driving…

BE the Red Crayon (NOT the “SALESMAN”!)

As a coach, I work with all kinds of already successful people looking for help to bring their careers—and lives—to the next level.  Most are selling professional services of one kind or another, and much of the time, they are doing so as part of an independent business or practice.  Their next level is getting…

Rejection Therapy

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 TedX Talk given by by Chinese-American entrepreneur Jia Jang. Jang talks about the fear of rejection that almost caused him to give up his dream of creating his own…

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