Cheryl, an advisor who consulted me to help her find and keep more clients, was questioning why I told her to spend most of her appointment times asking questions, rather than telling her potential clients about her knowledge and abilities. “In the past,” she protested, “I spent as much time as I could telling them…
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…
“I think too much business is the worst thing for my practice,” Brandon complained. Brandon is a financial planner who was working with four or five newer clients. He was worried that he was too busy to be out looking for his next clients, and in a few weeks, he’d have no one waiting in…
“I can’t get any work done,” one of my clients recently complained. “I’m interrupted so many times each day that nothing seems to get finished. I really need your help to manage my time!” “We can’t really manage time,” I told her. “But we can manage our activities.” Then, I gave her three suggestions for…
How many times have you heard some time-management “Guru” say the words above? If you’re like most people, when you hear them, you nod, as if to say, “Yeah, that’s a really great idea!” But you really want to scratch your head and add, “But how do I do that?” People often confuse hard work with struggling. …
I pushed too hard the other day. Or did I? I was trying to get Janis, a relatively new financial services representative who works at a branch of a large insurance company, to take the last available seat in my workshop program. I had offered her help with the tuition, and she had committed on…
