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...
Two Questions to Add to Your Repertoire
Effective communication is all about asking the right questions. I want to suggest two questions to ask your clients, two questions you might not be currently asking. It’s...
Success as a Financial Advisor Is Easy to Explain, but Difficult to Replicate
The good news for every Financial Advisor is that how one becomes a Top Tier Advisor is simple. The bad news is that it is not easy. To rise...