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SERVE, and Grow Rich
My friend and colleague, coach and author Steve Chandler, recently wrote this: “Most people try to move toward wealth in embarrassing, clumsy ways. They have cynicism programmed into them from an...
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Put Referrals on Your Agenda
A few years ago, I presented a teleseminar for advisors throughout the U.S. on referrals. During the live Q and A, Paul, an advisor in the Midwest, expressed frustration with his efforts to grow his...
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You Can’t Count the Time You Spend Washing Socks
Many professionals complain about the long hours they work. For some, at least, all those hours are being compensated. These professionals are moving and shaking because they want to make as much...
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Start “Branding” You
“A 15-minute call could save you 15% or more…” When you Google search “gecko”, GEICO appears first on the web list. I’ve been preparing for my web program on kick-starting your business next week. So,...
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Simple Pictures Are Best
When my daughters were little, I used to love to read them a particular book. The book is so seemingly outdated that it has only recently been revived from out-of-print status by the miracles of...
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Approaching…the “S” Word!
“Branding” is just one end of the client-funnel. This week, terrifying as it may be, I’d like to talk about what’s at the other end…the “s” word. You know…“sales”. Whether you’re marketing your...
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Advantages Are for Anyone; BENEFITS Are Better!
One of the Internet “gurus” I follow once summed up marketing in three sentences: Here’s what I got…Here’s what it will do for you…Here’s what I want you to do next… It struck me that this simple—if...
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“Buyer’s Remorse”
I thought I’d share an e-mail I received recently from an attorney who attended one of my programs… Dear Sandy, I am a corporate attorney. At a recent event for alumni of my college, I met an alumnus,...
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Make Referrals About THEM
Anita, an advisor in her mid-thirties, was terrified about talking with her clients about introducing her to friends and family members who might need her help. “What are you afraid might happen if you...
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Are You “Recommendation Worthy”?
“I talk to my clients occasionally about introducing me to someone they know who might need my help,” expressed Art, a matrimonial attorney I work with. “But they always tell me that they can’t think...
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Your Need Is the Ugliest Thing
“I most certainly did not need a lecture!” Marie, an internet consultant, wrote me this week. Last week, I had asked for proposals for help with an internet project I’m working on, and Marie had been...
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It’s Not Your Grandpa’s Business Environment
PowerMinutes Coffee Break, TODAY, August 16th at 10 AM Eastern! Every Tuesday, I’m hosting live, 15-minute *cups of coaching*. Get answers to your questions about prospecting, sales, marketing, time...
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Put Referrals on Your Agenda
A few years ago, I presented a teleseminar for advisors throughout the U.S. on referrals. During the live Q and A, Paul, an advisor in the Midwest, expressed frustration with his efforts to grow his...
View ArticleClik here to view.
TEN TIPS for Boosting Year-End Numbers
With fewer than ten weeks to go in 2013, I’ve put together a list of the most effective ideas for my financial advisor friends to boost their holiday sales. Even if you’re not a financial or insurance...
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Client Retention: They Changed Their Minds!!!
After two visits—a total of six hours—advisor Marianne had gotten an enthusiastic “thumbs up” from her new “almost clients”—a young professional couple with small children—to prepare a financial plan...
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Small Talk, BIG SALES: Lessons from a Master Moneymaker
Mehdi Fakharzadeh is one of the most successful insurance sales agents in history. At 92, he is still taking on and servicing clients. Mehdi achieved his success despite starting out with a severely...
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SERVE, and Grow Rich
My friend and colleague, coach and author Steve Chandler, recently wrote this: “Most people try to move toward wealth in embarrassing, clumsy ways. They have cynicism programmed into them from an...
View ArticleClik here to view.
“Buyer’s Remorse”
I thought I’d share an e-mail I received recently from an attorney who attended one of my programs… Dear Sandy, I am a corporate attorney. At a recent event for alumni of my college, I met an alumnus,...
View ArticleClik here to view.
Make Referrals About THEM
Anita, an advisor in her mid-thirties, was terrified about talking with her clients about introducing her to friends and family members who might need her help. “What are you afraid might happen if you...
View ArticleClik here to view.
Are You “Recommendation Worthy”?
“I talk to my clients occasionally about introducing me to someone they know who might need my help,” expressed Art, a matrimonial attorney I work with. “But they always tell me that they can’t think...
View Article