Financial Services, Speaker and Coach

Do You Have An “I Love Me” Wall?

Walked into a new sales coaching client’s office today, and you would have thought it was a shrine to her greatness. She had award plaques that boomed out to the world how wonderful she is. Several of these awards were for: “Sales Leader Of The Year” “Top Producer” “#1 Regional Production Leader” “$3 Million Club” […]

Read More

Get Out The Fine China! A Client Is Coming!

Do you ever have clients in for breakfast, lunch, or dinner meetings? When clients arrive, does your team offer coffee or other beverages, along with a snack? In the case of evening appointments, do you also occasionally offer  a glass of wine or other adult beverage? If the answer to any of these questions is […]

Read More

The Aftermath Of The Boston Marathon Bombing

One week ago American History changed forever. In a terrorist attack by enemies of our Republic, three lives were lost. Later in the week, two first responders would die as well. We have seen their faces and heard some of their stories. We grieve for those people and their family and friends. In addition, around 200 other people were injured in the explosions on Boylston Street. We saw some of their faces and heard some of their names. I want to show you a face and give you a name. And I want you to know a little of her story.

Read More

The Process: Part II

Four short months ago I wrote a post called “The Process”. This post discussed The Alabama Crimson Tide football program coached and run by Nick Saban. Last night, execution of “The Process” resulted in Alabama’s third Bowl Championship Series (BCS) national championship in the last four years.

Born sixty-one years ago in Fairmont, West Virginia, Saban is at the top of the sports world. He appeared on the September 1, 2008 cover of Forbes magazine as “The Most Powerful Coach in Sports”. So what makes this man possibly the best coach in the history of college football? His passion? Standards? His knowledge of the game? Recruiting? Work ethic? His assistants?

Read More

So What Do I Do NOW?

It’s the most wonderful time of the year…BUSINESS PLANNING. Advisors across the hemisphere are planning for 2013. However, we tend to forget Business Plans contain four critical elements…

Read More
The Window To The Sale™

The Window To The Sale™

Advisory practices which involve knee-to-knee recommendations and implementation account for only a portion of business we transact. Buyer initiated transactions, phone sales, catalogs, and online sales happen in the absence of face-to-face interaction. So what is the Window To The Sale?

Read More

Choosing To Be Professional

A couple weeks ago I grabbed my iPhone and took a picture. It was from a segment on ESPN on the National Football League (NFL). The two people on the right played professional football. The gentleman in the middle is Mark Schlereth, but his friends call him “Stink.” During his playing career, Schlereth endured 29 […]

Read More

Annual Review Or Annual Celebration?

When a business is run properly, Annual Reviews become Annual Celebrations! Successful results and proper activity and response to circumstances should be acknowledged, rewarded, and celebrated. Then, and only then can we begin the process of Annual Business Planning (ABP) in earnest!

Read More