During the last 27 years of my career in the financial services industry, I’ve been hired by a few great companies and a few mediocre companies. Business was easier to find when I was with the great companies but I had to work five times harder to gain traction when I represented the fledgling mediocre […]
The Best Practices of Successful Financial Advisors is now available in paperback and Kindle on Amazon
Working in the financial services for the last 27 years has taught me many lessons. I was fortunate to have many clients (financial advisors) that were among the top ten percent in the business. They were so generous with their success stories and teaching me exactly what habits put them in the top tier among […]
So What Keynote in Bethesda, MD on July 24, 2014
More and more clients are asking us to provide presentations that will help them get to know their clients better, gain more high quality personal introductions for referrals, how to gain a deeper more meaningful relationship as the “Go-To” person for ANY and ALL financial needs. Creating Strategic Alliances with CPAs, attorneys, tax specialist, Long-term […]
The Holistic Advisor Asks More Questions About Life
The best advisors go far beyond providing mutual funds, annuities and other investment vehicles to their clients. They know ALL their plans, goals, fears, family, CPA and attorney and all financial and life matters that are most meaningful. For the advisors that do this, they’ll have little competition and as a result will lose fewer […]
Summer is a perfect time to host personalized Client Events
Client Events: One of the best activities I learned and then taught thousands of salespeople (financial advisors specifically) was how to host fantastic client events. I became an expert on these events after participating in over 200 of them. We learned a lot in the beginning when we started hosting Public Seminars. That was […]
Referrals and The Magic of Working Smarter 2nd Edition
There are so many financial advisors that really get it and realize that if you take great care of your clients, they will become Raving Fans and share names for referrals. I built a wildly successful business through the Referral process that Mark Magnacca (author of SO WHAT and The Product is YOU) taught me […]
Keynotes, Firewalks, Dating Success After 40 and Finetooth Consulting
What an incredibly busy year this has been! I’ve been giving numerous keynote presentations about marketing and branding, hosting Firewalks to teach people how to stretch their comfort zone and overcome fears and we published a new book in February. I’ve also joined Ryan Shanks at Finetooth Consulting. We help financial advisors find a “match” […]
Consultative Selling
Consultative selling isn’t a new concept, but only a small percentage of people actually implement it in their business. If you want to increase sales, get more referrals and gain clients for life, then this is a skill you must learn and apply for 2013. (more…)
Best Practices with your book of business
There’s an ocean of new business out there this year! Are you “fishing where the fish are”? Mark Magnacca is one of my all-time favorite best-selling authors in the financial services and sales industries. One of the key points he’s made in his writings and seminars, is the importance of fishing where the fish are. […]
St. Louis Keynote presentation
The best audiences I enjoy speaking in front of are those with a willingness to learn, excel, work smarter and work with the goal of being one of the Best in their line of work! This group in St. Louis was eager, enthusiastic and passionate! (more…)