September 30th, 2019

Trust, But Ask Why

To establish trust, it’s critical to understand why your client asked the question. In today’s world of information overload, there’s an adage from President Ronald Reagan that seems especially relevant. He used to ask his team to “trust, but verify.” With so much readily available information, we need to determine what we can trust. WheneverContinue reading →

Read More
September 22nd, 2019

To find the right clients, you need to understand them.

Whenever I’m working with advisors one-on-one or chatting after a speaking engagement, they usually ask, “How do I find better clients?”  Typically, that question translates to “How do I find people with more money?” My first thought is to caution that type of thinking. Just having money doesn’t necessarily make that client the right client.Continue reading →

Read More
September 15th, 2019

What’s the best way to prospect for new clients? Focus on keeping it simple.

Prospecting is the most difficult task when it comes to building our business — especially if we’re trying to figure out how to do it with more clients. I was reading a book over the weekend called The Distraction-Proof Advisor by Paul Kingsman. He talks about how he prepared for the Olympic Games. As aContinue reading →

Read More
September 8th, 2019

More Prospects to Meet

Our day-to-day activities pull us in different directions. Sometimes we feel like we are going 100 mph in a 55-mph speed zone and getting no where. We are servicing clients, preparing and monitoring financial plans, and listening to rapidly changing market conditions on the television in our office. We suddenly look up at the clockContinue reading →

Read More
September 1st, 2019

Grow with the Best Prospects – Easily

At every sales meeting, my staff talks to me about concerns that our advisors have in trying to build their business. Our industry has a nearly unlimited opportunity to help American families retire and protect their wealth. With the number of financial professionals today plus the erosion of talent over the next 20 years, it’sContinue reading →

Read More