ALIGN YOUR SALES PROCESS WITH YOUR DESIRE TO SERVE

Why did you become a financial advisor?

 

I was at a pivot point in my life.  I was a mortgage broker looking for more meaningful work.  I had applied to law school and was awaiting...

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EACH STEP BRINGS HOPE

In these tumultuous times, it can feel like life is HARD!  There is a pandemic raging and our country is burning and flooding at the same time.  Barely an hour goes by without some sort...

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A CLIENT EXPERIENCE IS YOUR PRIMARY DELIVERABLE

client attraction purpose Oct 21, 2019

 

I took a vacation, a REAL vacation, to the South of France.  Every year I travel with two other women and this was our ninth trip together.  

 

As we were wandering the...

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PROFESSIONALS DON'T "CLOSE"

 

When I hear someone talking about wanting to help me “close”, “overcome objections” or “disturb”, I know they are not MY people. 

  

...

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ARE YOU MAKING IT DIFFICULT TO HIRE YOU?

 

I spent the day talking about Advice-based Planning to a fantastic group of advisors.  They are all committed to offering advice for a fee to their clients for all the right...

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COMBATING FINANCIAL EXTREMISM IN FINANCIAL PLANNING

 

Often times the loudest voice and the most charismatic character in the room wins the day.  But that doesn’t mean they are right… 

 

I am going to assume...

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IT'S BEEN DONE BEFORE, BUT NOT BY YOU!

 

The world doesn’t need just another financial advisor selling insurance and investments, it needs advisors on a mission to use financial planning as a tool to help change...

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THE 95/5 STORY IS A LIE, IT'S TIME TO STOP TELLING IT!

 

Friends, we need to have a talk about the importance of honesty.   I was sitting in a recent conference and listening to a presenter teach the ole 95/5 conversation to ask for...

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THE KEY TO DECISION MAKING

 
“The key to good decision making is not knowledge.  It is understanding.”
-Malcolm Gladwell
 
 
When I read this in Malcolm’s book Blink, it struck me...
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ARE YOU GIVING YOUR CLIENTS SOMETHING TO BELONG TO?

 

"We have a strong desire to belong to small groups defined by clear purpose and understanding." 

  

-Sebastian Junger,in his book Tribe. 

  
 
Our modern...

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