See Your Presentation Through
You've worked hard to develop and tweak your presentation. You've given it and heard it countless times. But your prospective client hasn't. It’s his or her...
People Are Often Over-Diversified and Don’t Know It
Very rarely do I meet a client with a properly diversified portfolio. As much as we preach tactical asset allocation, you’d think people would be savvy about diversification.
People Are Voice-Activated
People are voice activated. Prospects are not going to talk to you until you talk to them. And there are only three types of people you can prospect going...
How Valuable Are You?
Doing your job, even doing it well, will not set you apart. You will stand apart when you are known for doing more than is expected of you....
Do You Deserve Referrals?
Everybody wants referrals, but only those who are referable get them. What does it really mean to be referable? What does it mean to deserve referrals? It means more...