Month: January 2021

A couple years ago, after a speech, an advisor came up to me and said, “I’ve been in this business for over 20 years and I can probably count the number of unsolicited referrals I’ve…

The term “Survival of the Fittest” was coined by Herbert Spencer in 1864. The biggest misconception that people hold around this concept is that “fittest” means strongest or fastest… that one species survives because it…

I have discovered three words that have made a huge difference for me in ALL aspects of my life. These three words can help you with any objection, from anyone, about anything. With one caveat,…

During this pandemic, quite a few advisors are expressing frustration that it is taking longer to convert prospects into clients. How about you? Taking longer? About the same? I decided to do an unscientific study…