Today I received an email from a financial advisor who is a coaching client. A portion of the email read as follows: “Mike; I am working on a schedule for my assistant for blocking time and activities. What are your thoughts on the subject…? Thanks.” This was my reply: For a start, book appointments – […]
Read MoreOnly two things matter when you seek to improve production. You have your choice of one or both of two strategies: A. Increase Sales Activity B. Work with Larger Cases and Larger Clients If you cannot meet with more clients than you do at the present time, examine your activities. Look for tasks you do […]
Read MoreAs children, these words marked the beginning of a big event, such as a circus or some other performance of colossal dimensions! With these words we knew we were in for a treat, with excitement and amazement attached to every moment. We want our clients to react with excitement and amazement whenever we meet with […]
Read MoreCustomer service is overrated. Clients expect customer service, but they prefer – and need – something that is entirely different than customer service. Providing customer service is a chore and in the end does not result in business growth or profitability. Bad service will cost you business, your clients will tell others and your competitors […]
Read MoreTechnology helps financial advisors and other financial professionals grow their businesses and provide better client service by working more efficiently and effectively. The iPad(TM) from Apple helps advisors easily achieve these objectives. The iPad is portable but large enough to read easily (unlike many PDA’s.) Once again Apple hit the bulls-eye in creating a tool […]
Read More“National Sales Meeting Season” is upon us! Do you get the maximum benefit from national and regional sales meetings? Follow these five simple steps to get the most value from the time you invest attending sales conferences. Set Objectives. What do you need to grow your business this year? How can you deliver even better […]
Read MoreWhen we hear politicians talk about billions and trillions of dollars, do they REALLY understand the size of the numbers? Is it important for US to understand the concept of a billion or trillion dollars? Dan Patti, and RIA from Connecticut sent me a link to a website that is very interesting. CLICK HERE to […]
Read MoreThis morning I was listening to Twin Cities radio station KTIS and I heard a poem. titled “A Soldier’s Early Christmas Poem,” by Michael Marks. The poem speaks of the service and the sacrifice of American men and women. For me the poem applies to first responders as well; those who work in law enforcement, […]
Read MoreBusiness is all about relationships. My business coaching clients often struggle with relationship development. We get so busy with production we sometimes neglect deepening relationships with those involved in our businesses. Relationship development is simple, but not easy, but there is no need for financial advisors to over-complicate relationship development. A little focus goes a […]
Read MoreProfessional advisors and salespeople know the value of thank you notes. However, most people find writing thank you’s challenging. While speaking in St. Louis last week, I heard an exceptional, simple strategy for writing thanks you’s, courtesy of Roger Plackemeier, a wholesaler with Allianz Life. Roger suggested this three-part formula: The first sentence starts with […]
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