You Can’t Count the Time You Spend Washing Socks

Many professionals complain about the long hours they work.  For some, at least, all those hours are being compensated.  These professionals are moving and shaking because they want to make as much money as possible—even at the cost of family time, recreation, and often, their own health.  It’s difficult to be sympathetic about their complaints,

Put Referrals on Your Agenda

A few years ago, I presented a teleseminar for advisors throughout the U.S. on referrals. During the live Q and A, Paul, an advisor in the Midwest, expressed frustration with his efforts to grow his practice by asking for introductions. “I ask my clients about people they know who could use my help,” he told

Jan 23 2014

DOWN with The Elevator Speech…

I was listening to an old interview with Michael Port last week, and I smiled when the subject of “elevator speeches” came up.  “We hate giving them,” he told Louise Crooks of BlogTalkRadio’s Keys to Clarity, “And we hate listening to them.  Why, then,” he continued, “Do we keep making them?” Despite plenty of sales

SERVE, and Grow Rich

My friend and colleague, coach and author Steve Chandler, recently wrote this: “Most people try to move toward wealth in embarrassing, clumsy ways.  They have cynicism programmed into them from an early age.  So they want a course called Manipulate and Grow Rich, or Network and Grow Rich or Win People Over and Grow Rich.” “They see

A TALE OF TWO ADVISORS

A favorite hypothetical of mine: Let’s imagine two professionals in the same field.  We’ll call them Advisor A and Advisor B. We’ll give them the same educational background, the same training, the same resources and connections, and even similar personalities and work ethic. But when we put them out in the field, I can promise

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