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My sales cycle is very long and I end up writing a dozen cases a year. I qualify for court of the Table but it’s getting harder every year to keep my energy up. What can I do?
Even if you are making good money, you are making it tough on yourself. You’re a perfect example of letting the “Attitude Code” work against you – “Your attitude is inversely related to the length of time since your last sale”. Here’s the math: If you made your last...
I start the year with the very best of intentions but, before long, I’m back in my old rut. How do I get back in gear?
This is more common than you might think. You can get stuck anytime of the year. Sometimes, business just stops. It’s annoying and frustrating. Those feelings only make it worse. What do you do to get unstuck? Here’s a simple solution. Make a simple change in your...
What can I do to give myself a kick-start at the start of the year?
One company I worked with had a “Pacesetter” campaign every January. The idea was “As January went, so went the year.” It worked very well. When you get ahead of your objectives early, the pressure to perform drops and you can do even better. Be careful of the reverse...
I’m stuck in a rut and can’t find a way to get moving. What can I do?
This doesn’t have to be fatal unless you blow the problem out of proportion and decide this is a sign you’re in big trouble. You could be, but not necessarily. Sometimes, you’re just stuck. The easiest way to get unstuck is the simplest – make some real changes. This...
Is there any point in going to motivational seminars?
It’s almost as if the business banned “motivational speaking” about 20 years ago. Motivational presentations were said to have a “mushroom impact”…a quick puff of performance that would be quickly deflated. They only provided temporary performance increases at best....
What One Piece of Advice I Would Give to a New Advisor?
Confucius said: “Choose a job you love, and you will never have to work a day in your life.” I think the job you love should also be one in which you are well paid and at which you excel. Even as a rookie, that’s the key. Find that one thing you like to do, can do...
It’s Not Easy Being a Financial Advisor.
You don’t just wear several hats, it’s like you have to have several heads. Being a financial advisor is probably one of the most challenging businesses in the world – especially today. The financial world is getting more complicated than ever. Clients demand...
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