Many financial advisors do not prospect consistently, because they experience Sales Call Reluctance — which is fear of self-promotion. If you are experiencing Sales Call Reluctance, you have choices to solve your prospecting problem. 1) Hire someone else to make your prospecting calls. A small...

STOP trying to patch holes in your practice – there are no magic bullets. START with the end in mind. Step back and envision what your business will look like in 3-5 years then build a plan, find the right partners to make it happen. Makeover your business and never look back! DO YOU HAVE THE RIGHT...

How important is a clear vision in helping financial advisors get really focused towards their pursuit of success? My experience in working with hundreds of financial advisors is that many of them feel that articulating a clear vision is not warranted because it does not drive direct results. It’s...

Do the words Twitter, Facebook and Blogging make you nervous? Have you thought about increasing your online presence to capture a new market but aren’t sure where to start? Staying up-to-date with the latest trends in technology when marketing and selling insurance may seem overwhelming and...

Are you taking control of the first dollar you earn, keeping it in your hands the longest, before the tax department gets hold of it? If so, good for you–you are in the minority of those who will pull ahead in 2010 and build more sustainable wealth. Most Canadians helplessly and with resignation,...

In my experience, the key to building sustainable wealth for every taxpayer subject to source deductions, is the degree of success one has in incorporating tax planning with year round financial decision-making. The issue boils down to three things: take control of the first dollar earned, keep it the...

You may assume it’s only natural to think angry or contemptuous thoughts when someone tries to “sell” you.  This is a trap.  Don’t do it.  It’s essential to your own prospecting success that you view salespeople from a positive or at least a neutral position.  Here’s...

Don’t be afraid to let go and grow! Do you manage your practice — or are you a control freak, always trying to arrange, contain and maneuver people and events? Do you trust your employees or are you guilty of second-guessing and overriding their efforts? If you’re afraid to let go of some...

Agent Profile: Insurance Experience: 5 years Annualized Commissions: $60,000 Product: P&C Credit Score: 550 State: IN Debt-to-Income Ratio: 35% Situation: Agent X has been selling P&C insurance for 5 years building a strong book of business that has annualized commissions of...

Call reluctance springs from three sources:  personality predispositions, hereditary influences, and exposure to others with call reluctance.  Find out how to recognize this insidious obstacle to success and how to overcome it. “Today, I’ll prospect.” Mark drives to the office, feeling...