Financial

Successful salespeople understand that making the sale has much more to do with developing trust and rapport than it does with issues of lowest price, highest quality or the largest company. Unfortunately, far too many salespeople unintentionally sabotage their chances of making a sale by skipping the “small talk” and getting right down to business. On the surface, this approach …

It seems like the world is running at such an accelerated speed that we barely have any time to catch our breath.  We start the day running out the door at full tilt, only keep going until we crash into bed from exhaustion.  Then we get up and do it all over again day after day.  The weekends don’t seem …

In The Seven Habits of Highly Effective People, Stephen Covey wrote about those who “work harder and harder at climbing the ladder of success only to discover it’s leaning against the wrong wall.” That’s what I did in my early years. I was determined, ambitious, aggressive, and proactive about my goals. I worked ridiculous hours, attended one seminar after another, …

The successful outcome of your next sales presentation will be determined largely by your ability to do two things very well; develop rapport with your prospect and adapt your sales message to engage his or her preferred "learning style."

Living your life without practicing The Power of Focus is like trying to hit the bull’s eye of a target you can’t see.  You can spend hours launching arrows, only to miss the target entirely.  You become exhausted and frustrated when your repeated efforts don’t show the results you are trying to achieve.  This is what it feels like to …

To create an excellent business life that supports a phenomenal personal life, you must take charge of your time and put the most important things first. Many advisors aren't willing to do this.

To create an excellent business life that supports a phenomenal personal life, you must take charge of your time and put the most important things first. Many advisors aren't willing to do this.

If you have paid attention to industry news headlines over the past year, there is no doubt you have seen one story a week on the explosive growth of independent RIA firms.

For many financial services professionals, the “baby boomers” provide both the greatest challenge and the greatest opportunity we’ll face in our careers.

Not too long ago, I was helping my daughter with her math homework (heaven help us both) when the phone rang.