Blogs

Please find a range of blogs below:

Learning by trial-and-error isn’t ideal.

​ Learning by trial-and-error isn’t ideal. But the good news is we remember better when we make the mistakes ourselves. 😊 The bad news is very bad though. The price of learning by experience is high. Since this trial-and-error approach takes a long time, we miss out on months or years of fees we could have earned if we knew what to do. Missing out on all those fees is expensive. It gets worse. We pay the full cost of learning first, before we get our fees. We have a choice. Instead of learning by trial-and-error, we can learn from others. For... Read full article

Softer prospecting skills to get more clients

​ Try these prospecting questions. "Do you like weekends? Want them to be longer?" "Do you feel underpaid?" "Notice how prices keep going up, but our pay doesn’t don’t?" "Want a more exciting career?" "Wouldn’t it be fun if we could do the bits we like at work and not the rest?" "Want a more choice in retirement?" "Want a more option on future holidays?” Listen to the answers, and simply take the volunteers. Presentation tip. Prospects want short presentations.... Read full article

How to build the trust?

Building trust. Prospects don't say it, but they think, "I don't believe you." If our prospects don’t trust us, they won't buy or join. But how do we build this trust? One way is with facts. If we can tell our prospects one fact that they believe and we believe, what do they think? They think, "You and I think the same way. We see the world from the same viewpoint." Starting out with disagreement is not a good plan. Here is an example of the difference between these two approaches. Professional:  Example A... Read full article

How people move products and services - without sounding like a sale.

​ Products and services don’t have legs. People move products and services. So if we want to move more products and services in our teams, we have to learn how to move people. Getting New clients and increasing Business is all about relationships and moving people forward. Do we have these skills? Probably not from our general school training. Can we learn the skills? Of course. We have to pick and choose what we learn, as we only have 24 hours a day. So would this be a great skill to learn, the best form of communication to build rapport. It... Read full article

Why are people’s problems so interesting to them?

Problems. Problems are ten times more interesting than our wonderful solutions. People care about themselves. They don’t have much time to care about us and our solutions. So when we concentrate on their problems, we are the most interesting people in the world. What does that mean for us? Instead of showing our brochures, videos, compensation plan, etc., we can be more effective by talking to them about their problems. Then, get a commitment from them that they want to fix those problems. Now our products and business are the solution to their... Read full article

Why looking for good prospects is ... not the answer.

​ We talked to our friends, and they said, "No." We talked to our relatives, and they said, "Not interested." Finding more new prospects to ruin isn’t the answer. We don’t need more new people to ruin. We need to change what we say. If our best prospects (family and friends) hated what we said, then strangers won’t like what we say any better. Buying 1,000 names of new prospects to ruin isn’t the answer. Joining 20 networking clubs isn’t the answer. Spamming Facebook friends... Read full article

Does it take 21 days to develop a habit?

​ No. Many people stop smoking for 21 days and return to smoking. Others diet for 21 days and regain the weight. It is not the length of time that creates a habit. The two factors are: How important the result is to us? The intensity of the experience. Intensity of the experience? Yes, the stronger the experience, the easier it is to create a lifelong habit. For example, let’s say we accidentally rest our hand on a hot burner on the stove. We burn our flesh almost to the bone. That is intense. From that day forward, we have a habit of never... Read full article

The easier solution

​ A Business owner said, "I have no self-confidence, and it shows. No one wants to do business with me, so my results confirm my feelings. How can I fix this?" Stop stressing ourselves by making our encounters into win/lose situations. Instead, when we meet people, let's simply offer them one more option for their lives. That way if they don't take our option, it is not such a crushing blow to our personal egos. They simply chose not to take the option. There is an added benefit. When we offer our products or advise as an option, people relax.... Read full article

Does having the best tools and equipment help Advisors and Business owners?

  I challenge Tiger Woods to a round of golf. Yes, I am out of shape, don't know how to hit the ball properly, and have no golfing real skills. But, I buy the most expensive golf clubs imaginable. Then I invest in GPS tracking, a high-priced caddy with opinions, designer golf wear, chant positive affirmations, cut out pictures for my vision board, and purchase a readymade success book guaranteeing me to be a winner. Tiger Woods will compete against me using a single seven iron. Who will win? Tiger Woods will crush me like a grape. His... Read full article

Ever heard these 6 words ? "I want to think it over.

"I want to think it over." So our prospect looks us in the eye and say, "I want to think it over." We reply, "Oh. Uh. Uh. Well, uh, see what your spouse, boss and other strangers say and we'll talk in a couple days." I know, I know. You would never say anything dumb like this. Me neither. But this is why professionals quickly learn exactly, word-for-word, what to say. The cost of not learning is thousands of pounds of lost fees. Be a pro, the words to get more clients are in these 2 books For all professionals follow... Read full article

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