Feeling scattered? Consider going narrow. And deep. Like many of my readers, I am a regular at industry events and conferences, sometimes attending several in just a few weeks. The...
You may need an app. And you may also need to make even more cold calls… Bob Dylan might not have been thinking about advisors, but he was right when...
Maybe your fears are a sign that something is wrong. Monty Hall, the famous game show host, once said, “I’m an overnight success, but it took twenty years.” From the...
Sometimes, making sales is about pulling prospects away from your competitors. As your practice matures, winning a sale means that someone has to lose. Early on in the growth of...
Sometimes, the best prospects are the ones who, originally, got away. The combination of a traditional sales mindset and industry developments—such as the rise of aggregators—can mean that advisors overlook...
This story is one of my all-time favorites, and it illustrates how counterintuitive a sales pipeline sometimes can be. One of our advisor clients specializes in working with farms of...
When I first began my career as an advisor, a mentor gave me two lessons that I still use today: If you can’t measure it, don’t do it. The bottom...