Think like a Lifer – Being a Financial Advisor Is a Career, Not a Job
If anybody asks, you don’t have a job. You have a career. Think that way. Think like a lifer. You are here to stay. A job involves the pursuit of...
Can Charisma Be Learned?
Charismatic Financial Advisors are great communicators. They connect on an emotional level. They get people to buy in, to believe. Just imagine that you alone can make someone act...
Your Goal Today Is to Get an Appointment
What’s so magical about having goals? It’s not so much that we don’t achieve them. It’s that we too often conveniently forget we even have them. With or without...
Tell a Story – Crafting a Great Story
Geoffrey James writes a wonderful column for Inc.com. Recently he reviewed a book about business storytelling. In his article, James recapped the seven ingredients that make a story great....
What Is #1 Reason Advisors and Wholesalers Fail
Lance Armstrong once observed that a boo is a lot louder than a cheer. He’s right. And a no is a lot louder than a yes. Advisors (and wholesalers) who...
Stand Apart from the Crowd
I have a friend who is married to one of America’s most successful professional golfers. My friend is a golf pro, but a teaching pro. He is...
There Are Only Three Objections You Will Ever Get
Generally speaking, there are only three objections you will ever hear: I don’t have any money, I already have an Advisor and a third catch-all category we’ll call “I’m...
Learn to Be a Great Storyteller
Weaving a spellbinding story is an acquired skill. You can do it. Like everything you've ever achieved in life, your proficiency will depend upon how badly you...
Are You a Professional Listener?
Most people never listen, period. That includes my doctor, my handyman and the last car salesman I visited. I can only hope that air traffic controllers listen. Why...
Two Things Never Change for Financial Advisors
As a Financial Advisor, you share a common concern with the wholesalers who call on you. You don’t control your distribution and they don’t control theirs. You...