Little, personal things can make the biggest difference in your results and get the extra loyalty you want. Every year I was with Mutual Life I received a personal note from the President, Chairman and Agency VP on my birthday. Think that played a role in their...read more
Working with ICON's and Top Producers over the years I learned that public speaking can make the difference in your prospecting efforts. Learning to master your message in front of a large group will help you be better in one on one meetings. Sadly it doesn't work the...read more
You said that there were three occasions that could only be properly recognized with a handwritten note. Any similar advice about email?
This is email advice that really NEEDS YELLING ABOUT. This one error causes more grief than any other. Yelling is nothing by comparison. This unfortunate use of email causes more relationship strain, hurt feelings and lost business than anything else in today’s...read more
This is more than a recession. It’s the edge of fundamental industry change. If you change your business model accordingly, you’ll prosper tremendously in the future. If you don’t, you’ll become irrelevant. The danger is “Paradigm Drag”. Paradigm drag is the tendency...read more
Three insurance company presidents recently bemoaned the fact that no one was working in the middle-income markets anymore. Now they want you back where the people are. It would have been more compelling if it weren’t the companies themselves that pushed advisors away...read more
This common problem comes from just trying to discover what you do best. Ego plays too big a role in this question. Of course, you “do” many things well. That’s why you were attracted to the business in the first place. Talent and versatility are key traits of good...read more
Imagine yourself the “Mike Holmes” of your client’s finances. Mike Holmes of the television show Holmes on Homes leads a team of expert trades people to repair homes. Building and leading an expert financial team is the future of the general practitioner. No one...read more
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