Referrals

Holiday time is fast approaching and you will likely have increased opportunity to talk about your valuable work with friends and family. How you talk about the work you do can lead to business opportunities and referrals. Below are seven ideas to help you in this area. If you work on a team or in an office with other advisors, …

Whether you’ve asked for a referral or one has been volunteered, what do you usually do with it? Do you say, “Thanks, I’ll let you know what happens,” or do you linger a little longer to learn more about your new prospect? I always advocate quality over quantity (though quantity is always important). Coming away from a meeting with 20 …

One of the key strategies I teach in my Referral Advantage Program™ is to present yourself as a resource to people – to give referrals to prospects and clients as early and as often as you can. You want to position yourself as someone who is well-connected and willing to help others with your network of contacts. When you’re a …

One significant strategy of my Referral Advantage Program® is working to gain referrals through Centers of Influence (CPAs and other trusted advisors).  One way to tap into this gold mine of referrals is through a formal networking group, a group that becomes your own personal sales force or board of directors. A Referral Master While delivering my referral seminars and boot …

As insurance professionals we have for some time had to adapt to the rapid changes that face our industry. Agents are forced to deal with the major cuts in health commissions in both the underage and overage markets, major structural changes to core plans, and the fear created by health care reform. As a large health insurance brokerage operation, never …

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 …

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 …

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 …

Inherently speaking, there is nothing that you are not capable of accomplishing.  The truth is, there is no such thing as can’t – you only think you can’t.  Success is not a special privilege handed out to a select few; success comes to applying success-oriented beliefs.  Transform limiting beliefs into success beliefs and you can achieve anything. During one of …

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, …