News, Updates, & Resources
How can I make my business more resistant to the next market collapse?
There is one key change you have to make if you want to learn from these challenging times. It’s not particularly new but it is now particularly important. “Written engagement is not optional.” Actually, written engagement has been a regulatory and contractual...
What’s the best way to group my clients?
If the approach is too complicated, you won’t use it. Most systems are. So, few people use them that even if there is any value to the system, it’s lost. Yet, I believe there is value in sorting your clients, as long as you keep it simple. I call it “Clientele...
How can I make myself “irreplaceable” with my clients?
Little, personal things can make the biggest difference in your results and get the extra loyalty you want. Every year I was with Mutual Life I received a personal note from the President, Chairman and Agency VP on my birthday. Think that played a role in their...
Can You Speak?
Working with ICON's and Top Producers over the years I learned that public speaking can make the difference in your prospecting efforts. Learning to master your message in front of a large group will help you be better in one on one meetings. Sadly it doesn't work the...
You said that there were three occasions that could only be properly recognized with a handwritten note. Any similar advice about email?
This is email advice that really NEEDS YELLING ABOUT. This one error causes more grief than any other. Yelling is nothing by comparison. This unfortunate use of email causes more relationship strain, hurt feelings and lost business than anything else in today’s...
What’s the key to coming out of the recession doing better than ever?
This is more than a recession. It’s the edge of fundamental industry change. If you change your business model accordingly, you’ll prosper tremendously in the future. If you don’t, you’ll become irrelevant. The danger is “Paradigm Drag”. Paradigm drag is the tendency...
Should I move into the “High Net Worth market”?
Three insurance company presidents recently bemoaned the fact that no one was working in the middle-income markets anymore. Now they want you back where the people are. It would have been more compelling if it weren’t the companies themselves that pushed advisors away...
I want to focus better but I can’t decide what I do best. How do I get my story straight?
This common problem comes from just trying to discover what you do best. Ego plays too big a role in this question. Of course, you “do” many things well. That’s why you were attracted to the business in the first place. Talent and versatility are key traits of good...
How can a “general practitioner” be more successful?
Imagine yourself the “Mike Holmes” of your client’s finances. Mike Holmes of the television show Holmes on Homes leads a team of expert trades people to repair homes. Building and leading an expert financial team is the future of the general practitioner. No one...
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