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Expectations vs. Agreements
Most advisors face one or both of these challenges as their business grows: (1) Getting in front of enough qualified prospects; and (2) Building and working with a team that can support their growth...
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“Approach-Avoidance” Tango
It can happen to anyone: We speak to someone who is thinking about hiring us. She calls again with a question and leaves a message to call her back. We’re enthusiastic about the possibility of...
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Overwhelmed? Try This…
If you’re feeling overwhelmed, you might think it’s because you have too much to do. But it’s more likely that the time in which you need to do it isn’t being properly managed. Not taking control of...
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What It Takes To Get To The Top
If you want to qualify for the Million Dollar Round Table (MDRT), the 2024 requirements are a gross income of $128K with at least 37K coming from new business. If you want to get to Top of the Table...
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When Are You The One To Call?
FedEx used to be “The one to call when it absolutely, positively has to be there overnight.” That was their brand. For a while, when you did a Google search for “gecko”, GEICO would appear first—even...
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Would You Like to Earn More -and- Have More Free Time?
Most advisors who have passed $10K/month in production are struggling to find the free time that this industry promises them. There’s too much paperwork, because they don’t have the people and the...
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Are You Treating Being An Advisor As A Sport?
Imagine stepping into a boxing ring or an MMA cage to face an opponent without months of vigorous training, studying your opponent’s moves, and having a plan for how to win the fight. You couldn’t even...
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STOP ASKING FOR REFERRALS…EARN INTRODUCTIONS INSTEAD
In my 23 years working with financial and insurance professionals, I’ve seen advisors ask without hesitation for $300,000+ commitments from clients, for large single premium insurance policies or to...
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Forget Referrals…Get Great Introductions
“You’ll never get a bill from me. All I ask is that you refer me to other people like yourselves. Here’s our referral sheet. Would you please list 10 names and phone numbers of people I can call.” “I...
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Do You Want Lots More Unsolicited Referrals?
Most advisors have had the occasional experience of receiving an unsolicited referral from a client or another professional. And any advisor would want to make that happen more often, but it appears...
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