TURN PROSPECTING INTO PROSELYTIZING
I just finished up a call with an LTC specialist. At the beginning of the call, we determined that I was not in her territory. She then proceeded to spend over an hour with me. She updated me on...
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...
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...
A CLIENT EXPERIENCE IS YOUR PRIMARY DELIVERABLE
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...
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.
...
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...
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...
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...
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...
THE KEY TO DECISION MAKING
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