Practice management

Your foundation for building your practice with referrals is the set of attitudes, beliefs, and assumptions you bring to your prospecting efforts. This is your referral mindset. One of the things we teach at our Referral Champions Boot Camp is the 7 attitudes you must develop and use to create the most powerful action in gaining an unlimited supply of …

Nice guys don’t have to finish last, but trying to make sure you never upset anyone is guaranteed to slow you down. If you are serious about your professional goals, you can’t be worried about keeping everyone happy. This may sound as if I’m contradicting my own motto: It’s all about them. But don’t be fooled. “Them” refers to people …

Learning the delicate art of effective delegation usually requires a lot practice and patience.  It’s a dance of constant refinement and adjustment to find the perfect balance of delegation that allows you to take your business to the next level. It can be challenging to hand the controls over to someone else, especially when it comes to your livelihood.  However, …

I am frequently asked what I think the single most important factor is in determining the success or failure of a salesperson. My response is often met with surprise because most people expect me to say something about the necessity of hard work and product knowledge, or the importance of a positive attitude. While these factors are certainly key components …

Do you have a business web site or plan to get one in the near future? If you do, I urge you to seriously consider the issues I discuss in this article. Numerous studies conducted by business, academic, and government researchers have given us reliable insight into the behavior and psychology of internet consumers that directly affects your web site’s …

Over the years, 20+ now, I’ve studied a lot, taught a lot, and written a lot about building high-trust client relationships. Lately I’ve found myself saying to our core group of committed advisors who implement the Values-Based Financial Planning turn-key business model that “trust is not the objective, trust is a by-product of the other things that you do, like …

I can think of no other profession that’s as closely associated with the term rejection as a career in sales. You might say that rejection is as natural to a salesperson as trail dust is to a chuck wagon cook: it comes with the territory. In fact, frequently the first two orders many new sales reps receive are “get out …

Keeping your head above water. Drowning in paperwork. Trying to stay afloat. Up a creek without a paddle. Smooth sailing. Have you ever noticed how many water-related expressions there are for describing the way you do business? That’s because it’s such a great metaphor, and one you can easily relate to. In my recent coaching program, a roomful of attendees …

Which do you think would be harder to train, a cat or a salesperson? Seriously, which one would you pick? While it’s true that cats have a well-deserved reputation for being independent, demanding and virtually impossible to train, the same can be said for many salespeople. Surprisingly, the same training and reward techniques required to get Fluffy to jump through …

Sure, many Advisors say they are committed to their success, but are they really? When it comes to commitment to your success, there has to be a “no excuses, no exception” rule to back it up.  This “no excuses, no exception” rule especially holds true for Advisors, simply because there is no one to point the finger at should things …