Got a Morning Success Ritual?
Top of the Morning! Begin your day with a Morning Success Ritual to prime your mind for the day. How do you start your morning — do you hit the snooze button 2 or 3 times, then jump up at the last minute? Do you set a world record for the fastest shower, throw […]
Will You Commit to Being a Champion?
The winner of the NCAA Basketball Tournament will be this year’s National Champion. All of their players made the commitment to work on their game every day so they could triumph amid March Madness. All of my Financial Advisor clients (typically people who are already doing well and want to do even better) are required […]
Telling is not Selling — Ask questions, then STFU
You’ve most likely heard the line “telling is not selling.” Yet how many times have you started by asking questions of a prospect only to veer off into a lengthy educational discourse on your offering? It’s a tough habit to break if that’s what you’ve been doing over the years. Yet with proper coaching and […]
A Consultative Interview Process
Elements of a good Consultative Interview with a new prospect include: • A list of carefully scripted questions, done before a meeting. Preparation is a key to success in moving a sale forward. • An agenda for the meeting. Prospects are looking to you to let them know what to expect during your time together. […]