If everyone fully specializes, who does the basic everyday overview work? For instance, if all doctors go the “ologist” route, who are the good family doctors?
Even family doctors have a specialty. It’s a very important part of the system and necessary for “Ologists” to prosper. General practitioner family doctors are expert “diagnosticians”. They need to recognize what’s wrong and get patients the best help. They work hand...read more
I want to focus my insurance business on a specific market. What do I do with the clients that aren’t part of that group?
This is why many advisors hold back in targeting a specific audience or focusing. Do they dump them? “Sell” them? Give them away? This indecision is expensive. There is a better approach. Keep them in your system. You don’t have to do anything with them. Just make...read more
There are two ways to be a success in the financial services business: 1. Work like a dog – do it all. 2. The right way – focus your efforts. I just returned from a couple of speaking engagements in Singapore and heard a wonderful story about this. After talking about...read more
I’ve been in the business for about 7 years. What’s the trick to keeping up to keeping up the enthusiasm?
You are in the last “danger zone” at your seventh anniversary. Advisors commonly second-guess themselves at two, five and seven years. You are likely to wonder whether you are doing the right thing, are doing enough of it or should finally get a “real job”. The...read more
When I was a branch manager, this came up all the time and I never really had an answer I liked. I have the answer today, though. Working with thousands of agents, I discovered that if you have to push yourself to do your job, you’re doing the wrong job. At best,...read more
I visited recently with TOT member Van Mueller after a Wisconsin NAIFA talk. He told me he was just speaking with a struggling advisor looking for help. Van asked a deceptively simple question that revealed the advisor’s problem. “Do you have a hobby?” “Fishing” he...read more
You may be past the point of no return, looking for a way to “escape” if you’re asking this question. I remember telling an agent that if she called 100 people for an appointment first, she could then quit with a clean conscience. So, she called, said something like,...read more
I saw Van Mueller speak at a “Taste of MDRT” meeting in March. He’s Top of the Table already and sells 1,000 policies a year. How can I do that?
Right after Van spoke in Canada, he and I shared the main platform at the Lone Star Symposium in Houston. I heard his talk and spoke with him for a couple of hours. I know his secret. Let’s be clear though, Van Mueller is a very special sales person. Yes, he says he’s...read more
The Top 10 Things I learned at MDRT: Some people have overcome amazing odds and still achieved greatness without bitterness. There is something very humbling and motivating hearing about people who succeed greatly despite excruciating circumstances. It makes you...read more
My sales cycle is very long and I end up writing a dozen cases a year. I qualify for court of the Table but it’s getting harder every year to keep my energy up. What can I do?
Even if you are making good money, you are making it tough on yourself. You’re a perfect example of letting the “Attitude Code” work against you – “Your attitude is inversely related to the length of time since your last sale”. Here’s the math: If you made your last...read more