What Does It Take to Turn a Prospect into a Client?
If you’re booking plenty of appointments, that’s great news. But if you’re not consistently opening new accounts as a result, it’s a wasted effort. Read on to find out...
Self-sabotage – 10 Behaviors to Avoid
Self-sabotaging behaviors can create problems, interfere with goals and ultimately put your career at risk. Without even realizing it you could be a victim of self-sabotage. Be honest and...
How to Respond to the Comment ‘I Don’t Want to Lose Money’
I received an email from John in Texas with an interesting question. He said, “Every time I go into an appointment now, the first thing out of somebody’s mouth...
What Are Repeatable Processes and Why Do You Need Them?
Repeatable processes are processes that can be followed day in, day out. The task of developing repeatable processes may appear time-consuming (even mundane), but it’s essential if you are...
5 Reasons Why You Should Only Work with ‘Ideal Clients’
Rather than pouring all your energy into searching for any and all new clients, you should be working out how to attract your ‘ideal clients’. If you agree to...
Being Accountable May Be The Key to Your Success
Being accountable will benefit not only your business, but every aspect of your life. Being accountable to yourself will help you focus your attention on your performance, encouraging you...
When You Find Yourself Discouraged, Revisit Why You Got in This Business
I know there are times that you want to quit, you just want to throw in the towel. Clients get in your face, the market is working against you,...
How to Articulate Your Value to Prospects and Clients
Ours is a highly commoditized industry. Financial advisors all tend to look the same, sell the same products and talk the same language. To get noticed you need to...
Three Things That Clients Often Do – Even Though They Shouldn’t
During your career, you’ll find over and over again that emotions cloud clients’ investment decisions – clients are not always inclined to act in their own best interests. At...
Why You Need a Referral Strategy and How to Develop One
Many advisors are uncomfortable asking clients outright for referrals, finding it hard to strike a balance between being aboveboard about wanting to acquire new business and being pushy or...