Blogs for the 'Help from the Experts' Category

3 Characteristics of Highly Persuasive People

December 5th, 2012

Sometimes a product is so damn good it sells itself.

But sometimes isn’t all the time. And probably more than sometimes, you feel stuck selling what may be a good product, but one that doesn’t scream “I’m awesome and you know it!”

Read the rest of this entry »


50 Shades of Sales

November 16th, 2012

My girlfriend Ana has not been much of a reader since we’ve been dating. She’ll browse a magazine here and there, but she just hasn’t been that into books.

And since she’s not into books, she wonders why I’m always reading them. My response was simply, “You just haven’t found the right books yet.”

Read the rest of this entry »


Why 529 Savings Plans Are Losing Their Cool

October 19th, 2012

You’d think that with the ever growing importance of a college education – combined with wildly escalating tuition prices – the popularity and reliance on 529 College Savings Plans would increase as well.

Not so.

Read the rest of this entry »


3 Reasons Prospects Say No to You

October 17th, 2012

I want to start by clarifying that often people say no for the simple reason that they don’t like the product or service.

As I often suggest, picture yourself in a prospect’s shoes. Think about how you make decisions with your money.

Read the rest of this entry »


Price Will Never Get In The Way Of A Sale Again If You Do This

October 9th, 2012

How many times in this past week have you – as a consumer – fixated on the price of an item?

It could have the price of a box of cereal or a new car. Whatever it was, the price tag was the critical factor that determined whether you would buy something.

Everybody does it nearly every day.  If anything, blame it on the way items are advertised to us. 

Read the rest of this entry »


Olympics, Flying Squirrel, and Plateaus

September 19th, 2012

If you’re like me, you watched as much of the Olympics as you could a few weeks ago. 

What’s just as good as the games are the back-stories on the athletes. 

The piece NBC did on Gabby Douglas, aka “The Flying Squirrel,” was simply FANTASTIC.  

Read the rest of this entry »


How to Give Your Practice a 400% Greater Chance of Succeeding

September 12th, 2012

I read a lot of books. And I talk about a lot of books. 

But I wanted to call special attention to one of my favorite books from the past few years, Daniel Coyle’s, ‘The Talent Code.’ 

The whole book is great, but I want to highlight a particular part of the book that does something few books can do: nail down what actually makes people successful and show you how to start doing it right now. 

Read the rest of this entry »


Five Ways Elite Producer’s Are Different From Average Advisor’s

August 10th, 2012

Very often, I write to you about things you need to start doing. This report is a little different.

This week, the focus is on five sale-killing behaviors you need to stop doing right now. We’re all guilty of them to a certain degree, especially as newbies. And at one point, it probably cost us a sale.

These sale-killing behaviors are often what separates TOP Producer’s from average one’s.

That said, here we go…

Read the rest of this entry »


Five Times to Walk Away From a Sale

July 20th, 2012

One of the best lessons I learned earlier in my career is to never be afraid to walk away from a sale.

Walking away from a sale isn’t easily done, especially for sales agents under the gun to meet a quota or hit a sales goal.

Read the rest of this entry »


Get Rid Of Your “Head Trash” To Boost Sales

May 25th, 2012

Do you ever have thoughts like these?

“Families can’t afford my fees in this economy.”

“Financial Advisory workshops don’t work this time of year.”

“Nobody wants life insurance.”

“My fees are too high.”

A friend of mine and one of the best sales coaches I know, Adam Blumenthal, calls these thoughts “head trash.”

Read the rest of this entry »