Apr 02 2013

HELP Your Clients BE HEROES

Financial advisors avoid it whenever they can.  Coaches tremble at the thought of it.  Lawyers pretend it’s beneath them, so they won’t have to do it.  Even when I show them how to do it, they find ways to avoid it.  What is this unthinkable task?  …Asking for referrals. Why won’t they ask?  Either they’re

Go (or DRIVE) the Extra Mile

In early December, my younger daughter, an actress, had a brilliant idea for a New Year’s marketing campaign.  “What if I could send casting directors and producers a little moving image of myself somehow—like, they could open a box and there, my reel would appear, before their eyes?  Like Princess Leia in her holographic message,

Planning Extended: Ask Yourself the RIGHT Questions

Most of us start our businesses or careers backwards.  Instead of figuring out what kinds of lives we want to have, and then making our professional choices as part of strategic plans to attain those lives, we first choose businesses or careers, and then let them take us wherever they decide we can go.  Over time, we

Essential Tools: Start with the END in Mind

More insurance and financial professionals than I ever expected showed up for my webinar last week on Business Planning for 2013. But I was even more surprised, in talking with attendees in the days that followed, to learn how many of these professionals could not answer basic questions about their essential numbers. Whatever field you’re

The “No” Game.

“I know it’s crazy,” exclaimed Barry, a young financial advisor in New Jersey, while on the phone with me.  “I want to be in this business and I want to be successful, but I can’t bring myself to make the phone calls I need to make—and if I don’t, obviously, none of that will happen.”

Don’t PLEASE People; SERVE People

In his recent Harvard Business Review article, “The End of Solutions Sales,” Matt Dixon reported the results of a study of 20,000 salespeople around the world.  The study grouped salespeople into five distinct profiles: 1. Challengers: These are salespeople with a provocative point of view that they’re not afraid to share with a customer.  They

Einstein’s Tip: Cure Insanity

Burt, an independent financial planner who was already making a good living, was looking for a way to further increase his sales. With my coaching help, he started a marketing (“prospecting”) program that was based on my Client Magnet discipline, paying attention to the fact that clients are usually tuned to radio station WII-FM (“What’s

Lessons from a Life Lived

Corey Rudl was an Internet Marketing Pioneer who—in June, 2005—tragically died in a car-racing accident.  At only 35 years old, his professional success was already an inspiration to millions of people in both the “online” and “offline” worlds.  What follows are the Five Lessons he used to preach to anyone who would listen: Lesson #1:

GET THROWN OUT

My coach, Rich Litvin, emailed me this week to share a story from his own life that I wanted to pass along to you: Last month, I told my coach, Steve Hardison, that I am ready to play a much bigger game.  So, he asked me: “Who do you want to coach?“ A name came

Burn Your Boats…

When ancient Greek warriors landed on a shore to conquer an island, their Generals motivated them in a powerful way: They ordered the boats that brought them to the island to be burned, so that there would be no way to retreat. Burning your boats is a good way to motivate yourself to do the