Forming Habits: 30 Days to Change
A good friend of mine shared an interesting story about how he developed a habit: “When I learned to drive a car at age sixteen in 1960, it was a much different time. Driver’s Ed was not mandatory and...
View ArticlePractice Management for Financial Advisors: Achieving a Balance in Life
Many financial professionals, in building and managing their practice, focus so heavily on clients to the exclusion of other essentials that they fall short of achieving their goals and expectations....
View ArticleHow Much do You Love Your Prospects?
Does it seem strange to use the word love when referring to a business relationship? Substitute another word if you prefer — “like,” for example, or “respect.” However you want to express it, the point...
View Article10 Traits that Separate the Good Sellers from the Great Ones
If you go to work every day, you might as well go all the way and shoot for the pinnacle of your profession. It’s a competitive world, so set your sights high. If you’re going to take the risk and...
View ArticleHow to Protect & Enhance Your Reputation
As a financial advisor, insurance agent (or whatever term you use to describe yourself), your reputation is a critical factor in your success. A good, strong, reputation, built up over years, can give...
View ArticleYour Attitude is Showing – Is It Killing Your Sales?
Whether we like it or not, whether we want it to happen or not, whether we believe it or not, our attitude toward our job, our attitude toward our product or service, and especially our attitude toward...
View Article6 Essential Elements to Becoming a Trusted Advisor
The route to becoming a trusted advisor begins with one all-important word: TRUTH. All progress toward trust begins by telling the truth. A truth is that people dislike being sold and loved to be...
View ArticleA Back-up Exhibition Objective for Agents and Brokers
Agents and brokers set up a trade show booth to look for new opportunities, find new prospects, and set up appointments. Typically exhibitors who participate in face-to-face events such as trade shows,...
View ArticleAnnuity Selling: How to Handle the Dreaded “Shopper”
I’m sure you know the drill. A prospect comes into your office for an appointment and asks you what your top product is. What is your best bonus? What is the best rate you can provide on your annuity?...
View ArticleTips for Writing Effective Prospecting Sales Script
Many people think they can just “wing it” or they “know what they want to say” when prospecting for new clients. On the telephone, however, you have 10 seconds to grab and hold your prospect’s...
View ArticleAnnuity Selling: How to Handle the Dreaded “Shopper”
I’m sure you know the drill. A prospect comes into your office for an appointment and asks you what your top product is. What is your best bonus? What is the best rate you can provide on your annuity?...
View ArticleBuilding a Successful Insurance Practice
In this business much like any other, there are certain boundaries that need to be erected to protect you and your clients. I call them the 5 p’s – process, philosophy, principles, policies and...
View ArticleAn MDRT Advisor Strategy: How To Be Unique And Authentic To Reach The Top
The key to growing professionally and personally is having a core set of values and strategies that make you unique. I’ve achieved the Million Dollar Round Table (MDRT)’s highest honor, Top of the...
View ArticleHow to Get into the Holiday Spirit
Not feeling it this year yet? Regardless of what’s going on, I’ve got a sure way to help you get into the holiday spirit. I call it: “Get into Gratitude.” This is a sure way to get into the holiday...
View ArticleHow to Get into the Holiday Spirit
Not feeling it this year yet?Regardless of what’s going on, I’ve got a sure way to help you get into the holiday spirit. I call it: “Get into Gratitude.”This is a sure way to get into the holiday mood...
View Article
