Tag Archives: financial advisors

How to Help Advisors Succeed and Generate More Business

What if there was more of an effort to recruit the right candidates and have more experienced sales producers available to help them generate more business? Many more would succeed and the team (agency, branch, or whatever) would have much higher retention and production.

read more

People

Are you meeting the right people? And by the way, who are the right people? How do you know? How do you let them know? How do you build great relationships that lead to more connections, more business, and more fun? Great questions I know! My measure of “the right people” is pretty simple. Do […]

read more

How to Become an Absolute Legend

Bert Sugar, the iconic boxing writer and sports historian best known for his trademark fedora and ever-present cigar, passed away on Sunday. I had the pleasure of meeting Bert at the Boxing Hall of Fame this past November (he was inducted himself in 2005). Along with the hat and cigar, Bert was donning a yellow shirt […]

read more

Networking: How to Get Started if you are a New Advisor

And even if you’re not! Top producers ask me many of the same questions about networking that the rookies ask me. The only difference is the top producers and conference qualifiers tend to have more market (as in their book of business) than time as opposed to having more time than market. Obviously, the established […]

read more

Game Change

Where the heck did Jeremy Lin come from? Yes, Harvard, but who knew that? For those of you caught between cold calling and fact finding, Jeremy Lin is a guard for the NY Knicks who spent a lot of time on the bench. With injuries to two of the Knicks big forwards, Lin came out […]

read more

Why So Funny?

Sales people are funny. Real funny. Especially those in the financial services industry. (Financial advisors are particularly hysterical.) Why? Because even after taking my program and being primed on the rules of networking, many forget (or somehow haven’t yet realized) that networking and selling are two completely different things. Then again, maybe it’s me. Here […]

read more