Sales

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 …

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 …

Success in the insurance and financial industry is a direct result of making connections that engender sales; and these sales come from quality leads and effective appointment setting. This article touches on the art and science of setting those appointments. Your number-one focus when calling to set an appointment with a lead should be to get it done within the …

From luxury automobiles to high-tech electronics, the phrase “made in Japan” is synonymous with quality and reliability. The Japanese have a well-deserved reputation for their relentless pursuit of excellence, but it wasn’t always that way. At the end of World War II, many Japanese cities lay in ruin, the country’s manufacturing base destroyed and its economy devastated. General Douglas MacArthur …

You don’t need anyone to tell you that the world is undergoing many changes right now; that’s pretty obvious. What may not be so obvious is your ability to adapt to the changes that are necessary for your business to survive and thrive in the changing market. How do you set yourself up for success when global changes are affecting …

Preset appointments are not the silver bullet. There is no silver bullet. Stop thinking appointments are a laydown sale, especially for an annuity product. They are not. If you can grasp these facts, your odds of success in presets have just increased tenfold. This concept is going to rattle some cages, but . . . don’t wear a suit. Suits …