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

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

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

If You Really Want It, Don’t Back Away

COME TO PRINCETON IN OCTOBER AND BECOME A REFERRAL MASTER If you’re a financial or insurance professional, join me on Saturday, October 19th for an all-day Mastering Client Referrals Workshop. Boost your year-end sales and start 2014 on a roll.  For details, take a look at https://sandyschussel.com/mcr-workshop Register by Friday to take advantage of the Early Registration Discount.  Or call me at (609)

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 (Certified Public Accountant) 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

Focus on the SERVICE, NOT the STANDINGS.

Two years ago, Karen became a “Top Ten” representative out of the several hundred agents at her financial services firm.  She received a certificate, a $15,000 bonus, and a great deal of attention from her peers. Last year, she barely made it into the Top Thirty… In January, Karen called me for help.  “I didn’t

You WEREN’T Too Direct, YOU JUST DIDN’T SERVE.

“I think I ought to go back to the way I was doing it before,” Ron, an advisor in Nevada, asserted to me in his weekly coaching check-in email.  He had just taken advantage of an opportunity to teach a one-session evening class on financial concepts for a local college’s adult education program. One of

Be Your Own Tree

Last week, 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 for

Work Smarter III: Focus on the Vital Few

“There’s just never enough time to do all the things that need to be done!” Dave, an insurance producer, told me during a recent workshop.  “Is it possible,” I asked Dave, “that you’re focusing on the trivial many instead of the vital few, and that’s why you don’t have enough time?” I explained to the