Sales & Marketing

When you have a toothache, you don’t go to your local mechanic’s shop to have a cavity filled; and when your car isn’t running properly, you don’t pay a visit to your dentist. Rather, you go to the professional who has the education, experience and qualifications to solve it. You go to the expert. As a financial advisor, you have …

It’s time that the financial services industry change its paradigm (belief system) around referrals, and make the switch from a producer-centered referral process to a client-centered approach. Let me explain.   Producer-Centered Referrals Most advisors and agents have been taught an approach to referrals that is what I call “producer-centered.”  They get taught to tell their prospects and clients, “I …

Persistence is to success as excuses are to failure. Never, never give up—there is always a way. Jim Rohn said, “If you want something, you’ll find a way. If you don’t, you’ll find an excuse.” And he should know. A college drop-out, in a rut, in debt and unable to see his way out by his mid-twenties, Jim set out …

Financial professionals tend to become all-consumed in their business, allowing their physical fitness to fall to the bottom of their priority list. While a common occurrence, this habit may sabotage the success of your business—and your health. Being a financial professional takes lots of energy, more than many other careers, and being healthy and physically fit is vital to maintaining …

Before embarking on a road trip, you need to know a few important facts: not only your point of origin and your desired destination, but also a detailed map of the route you want to take. Your prospects go on a similar journey on their way to finding financial services. Their point of origin is the realization that they need …

Social media and interactive marketing strategies are dominating many industries, as entrepreneurs and business leaders look to engage shoppers through various channels. The proliferation of social media platforms, online shopping and mobile devices has created a digitally driven consumer base for most companies. Rather than relying on traditional marketing outlets to engage clients, businesses are experimenting with video and social media …

I believe that the great NFL Hall of Fame coach, Vince Lombardi, had it right when he said, “The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.” Do you agree with Coach Lombardi, or are you the type of person who has difficulty staying focused and keeping commitments? …

The success of many of the top-earning financial advisors hinges on their ability to simply get more clients. Although exceptions to this rule exist, the advisors who outlast their peers and are nearing retirement with a big book of business are usually those who did more prospecting (and more effective prospecting) earlier in their career. They are also more likely …

If there is one thing that holds the most power over your success, you can bet that it comes down to your beliefs. Before you even have the opportunity to consciously process the reason behind your actions and the results those actions put into play, your beliefs are at work determining whether you are headed toward success or disaster. There …

Friends, are you stuck in a “rut”? Have you found yourself sitting in your office and twiddling your thumbs wondering where your next piece of business will come from? If you are the type of advisor who spends most of his day on Facebook and LinkedIn wondering when the phone will ring, stop reading this article. For those of you …