15 “Star Wars” Lessons for Becoming a Financial Planning Jedi

4 Jan

“Star Wars” is one of the most beloved film franchises of all time. And unless you’ve been living under a rock, you know the eighth installment in the series, “Rogue One,” arrived a few weeks ago. Excitement is reaching a fever pitch, and advisors aren’t immune. Here are 15 lessons from “Star Wars” to help you become a financial planning Jedi. More >>

The Importance of Finishing Strong

16 Nov


A marathon race might be your business, practice, job, job search, family life, social life, sense of adventure, professional development, fitness goals, quality of life or personal relationships.

As it relates to business or work, you’re in the final lap — the last quarter of the year.

What areas of your business or practice could you be making adjustments to cross the finish line in full stride? More >>

The BRIEF Method for Writing Sales Emails

9 Nov

110916emailsAs if sales wasn’t hard enough, here are three sobering statistics:

  • The average person’s attention span is 8.25 seconds.
  • People receive an average of 88 business-related emails a day.
  • 43% of people delete or stop reading long emails within the first 30 seconds of opening it.

Clearly, it’s getting harder and harder to reach prospects. But email as a sales tool isn’t going anywhere, so how do you cut through the clutter? More >>

The No-Fail Lead Generation System

2 Nov

110216leadgenerationMost advisors struggle to find enough leads/prospects because they don’t have or follow a complete step-by-step lead system.

They tend to try a little of this, then a little of that and if it doesn’t give them the immediate results they are looking for, they try something else. They never completely follow through on the entire process.

Here is a simple lead-generation system that never fails. More >>

10 Reasons to Have a Business Card

12 Oct

101216businesscardI can’t tell you how many events I’ve attended where financial advisors don’t come prepared with their business card. Don’t they know that business cards breed business? I had this debate with a room full of financial advisors last week. Maybe it’s a thing. More >>

How to Connect with the 5 Most Common Prospect Personality Types

7 Sep

090716personalitiesYou’ll never sell to the same prospect twice. But it’s very likely you’ll sell to the same types of prospects — after all, there’s a finite number of ways to approach the buying process.

That’s good news for reps, since it means you can cut down on your learning curve for each new prospect. Anticipating how a buyer will make decisions and the best way to connect with them lets you spend more time delving into their specific challenges and developing a solution. More >>

The 42 Best Pieces of Sales Advice from 500-Plus Selling Experts

24 Aug

082416salesadviceEvery salesperson has received at least one piece of advice that’s stuck with them: That nugget of wisdom that’s consistently helped them be more productive, help more prospects, or win more deals.

If you’re curious to learn other reps’ all-time favorite sales advice, good news — more than 500 members of the Practical Sales Tips LinkedIn group recently shared theirs. We’ve handpicked 42 of the best soundbites. More >>

Luck Is Where Opportunity Meets Preparation

17 Aug

081716luckIn our industry, we might not be staring down an opponent in a wrestling singlet, but every sale becomes progressively more challenging as our goals get bigger and bigger. It’s one thing to sell to an individual consumer, but convincing a company with a few hundred employees to switch plans is another challenge entirely. More >>