Put Rejection in Perspective
A while back I was kicking around ideas with a friend of mine, Mark Jennings. Mark's an advisor with Investors Group. He told me a great story that will...
How to Make Sure Your Message Sticks
We tend to forget most of what we’ve been told within a week, unless that message has been repeatedly reinforced. So, unless you reinforce your messages and deliver them...
Building Healthy Relationships with Clients – Six Steps Financial Advisors Should Take
As an advisor, how high you go is dependent on your ability to maintain long-term relationships. There’s no activity more crucial for the success of an advisor than relationship...
How to Get Prospects Off The Fence
When a prospect turns around and says he or she needs to think things over they’re likely basing their indecision on fear or laziness. Maybe they’re fearful about the...
Become What People Want
Let’s talk about becoming what people want. Do you know what people want? People want a beacon of anti-stress. Watch the video or read the transcript to learn how you...
You Don’t Have to Fear The Competition
You, like many other advisors, may feel you work in a highly competitive environment where the competition is trying to outmaneuver you every step of the way. In reality,...
How to Make The Most of Cold Calling
Cold calling is often discounted by advisors because they are wary of the compliance rules, and because it tends to have a low success ratio. The ‘Do Not Call’...
What to Do in The First Client Meeting
Meeting with a prospective client for the first time makes many advisors nervous. It’s your big opportunity to influence people to do business with you - or lose them...
An Idea on Getting Referrals and Thanking Clients
I have a friend who every year has a dinner for those clients who gave him a referral that became a new account during the year. Watch the video below...
What Makes a Story Good?
“Tell me a fact and I’ll learn. Tell me a truth and I’ll believe. But tell me a story and it will live in my heart forever”. This ancient...