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The Two Key Personal Strategies that Guarantee Business Building Excellence

“High performance is your ultimate objective, whether you are an advisor or a leader of advisors. While the responsibilities and results of both roles are different, the underlying philosophy and strategy must be the same. Here are two key personal strategies that...

How can I make my business more resistant to the next market collapse?

There is one key change you have to make if you want to learn from these challenging times. It’s not particularly new but it is now particularly important. “Written engagement is not optional.” Actually, written engagement has been a regulatory and contractual...

What’s the best way to group my clients?

If the approach is too complicated, you won’t use it. Most systems are. So, few people use them that even if there is any value to the system, it’s lost. Yet, I believe there is value in sorting your clients, as long as you keep it simple. I call it “Clientele...
What’s the best way to group my clients?

What’s the best way to group my clients?

If the approach is too complicated, you won’t use it. Most systems are. So, few people use them that even if there is any value to the system, it’s lost. Yet, I believe there is value in sorting your clients, as long as you keep it simple. I call it “Clientele...

How can I make myself “irreplaceable” with my clients?

How can I make myself “irreplaceable” with my clients?

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...

Can You Speak?

Can You Speak?

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...

Should I move into the “High Net Worth market”?

Should I move into the “High Net Worth market”?

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...

How can a “general practitioner” be more successful?

How can a “general practitioner” be more successful?

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...

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