Intensive Coaching for Financial and Insurance Professionals | Build Confidence, Improve Communication, Lead

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Learn This “Secret” from Victoria

“It seems like you’ve already got nearly as many clients as you can handle,” I declared to Victoria, a CPA and CFP who had just started working with me.  “So, how can I help you?” “Well, the truth is, Sandy, that none of them have any money,” she confided. Victoria is 27 years old and…

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…

Be Your Own Tree

Some time ago, I read an article by Dan Waldschmidt in the publication LifeHealthPro that inspired me to sit down and write this article of my own.  The gist of Dan’s piece was that just because some technique or strategy works for someone else doesn’t mean that it will work for you.  Not everything works…

“And How Are You Today?”—Yuck!

Call me Crazy (or maybe just call me “Coach”) but when someone calls me and catches me off guard to try and sell me something, I usually don’t hang up on him.  I listen and respond to his inquiry, and then I make suggestions to him on how to improve his approach. For most professionals,…

Fear of Success?

While most people think that the biggest fear we face in our professional lives is the fear of failure, the fear of success is actually much more insidious and damaging. Lisa, age 28, had been earning $40,000 a year at her corporate job and switched to a straight commission financial job working for one of…

Tell a Better Story

Brad, a financial representative with a major Broker-Dealer, was complaining about email and phone interruptions.  He knew he was getting so caught up in playing with his smart phone—trying to figure out how it could alert him only for certain contacts—that he was sacrificing hours of real work. “You make choices,” I told him, “about…

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