Prospecting

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.

Often times, it’s not what you’re doing; it’s what you’re not doing. “I only work with high net worth clients.”

When it comes to serving your clients, do you follow a specific model that drives your behavior? Or are you “winging it?” And, do you think your clients can tell the difference?

When was the last time you did business with a person or company and they checked in with you later to see if you were a happy customer/client? It doesn’t happen often. Why

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

Are you a Referral Wimp? When you get to the end of an appointment with a client and you realize you don’t have time to ask for referrals, does a little voice inside of you go “Whoopee!  I’ll try to ask next time?”  Do you feel guilty about not getting as many referrals as you know you should (and probably …

In this era of harder-to-reach prospects – especially among the affluent and wealthy – Social Prospecting has become the business-building model of choice for many successful advisors/agents.

If recruiting is considered the lifeblood of an organization, then training must certainly be its pulse. Experienced salespeople are often reluctant to take time away from their busy schedules for training. As a result, over time, they frequently become less productive. It is only natural to expect commission-based salespeople to resist any activity that takes them away from their customers. …

Positive word of mouth is one of the most coveted outcomes of great products and service. It is also possibly the best thing that can happen to any business. A good reputation generates referrals—the most profitable leads that a business can receive. Clients acquired through referrals are more loyal, easier to close, more cost-efficient; and in turn are often the …