Advantages Are for Anyone; BENEFITS Are Better!

One of the Internet “gurus” I follow once summed up marketing in three sentences: Here’s what I got…Here’s what it will do for you…Here’s what I want you to do next… It struck me that this simple—if grammatically incorrect—triplet is at the core of everything I coach professionals and their sales teams to do in

Approaching…the “S” Word!

“Branding” is just one end of the client-funnel.  This week, terrifying as it may be, I’d like to talk about what’s at the other end…the “s” word.  You know…“sales”. Whether you’re marketing your services, trying to get a new job, or looking for a business partner, at some point, you’ll be “selling” yourself or your

Simple Pictures Are Best

When my daughters were little, I used to love to read them a particular book.  The book is so seemingly outdated that it has only recently been revived from out-of-print status by the miracles of internet shopping (and used copies now sell for just a cent).  It’s called Simple Pictures Are Best. It’s the story of a farmer

Start “Branding” You

“A 15-minute call could save you 15% or more…” When you Google search “gecko”, GEICO appears first on the web list. I’ve been preparing for my web program on kick-starting your business next week.  So, this week, I thought I’d revisit (and shed some more light on) a classic business strategy: branding. In any practice, branding

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

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

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