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Five steps you must take if you want to DOUBLE your production

Do you want to grow your business?  Do you dream of a DOUBLE?  Then there are five steps you must take. In all my decades of helping advisors grow, just about every advisor who ever completed a double (most within 2-3 years) did AT LEAST three of these five things.   And I’m going to cover them. . . Read More


How to Grow Your Business During a Volatile Market

Volatile markets are something all financial advisors have to deal with sooner or later.  During my forty years in the industry, I’ve coached tens of thousands of advisors through multiple bear markets and dozens of market corrections.  The 1987 stock market crash.  The bursting of the dot-com bubble.  The aftermath of 9/11.  The Great Recession. . . Read More


If you hold seminars, there’s one type of invitation you should avoid at all costs

Poking through my email this morning, I saw a seminar invitation a client had sent us. It’s pulling about .25%. It took about 15 seconds to see what’s wrong with it. It’s a POSTCARD. Gasp. I have seen a long, tearful chain of failed postcard invitations. The last one was sent by a client who. . . Read More


Fantastic Prospects and Where to Find Them

Have you ever felt like tearing your hair out, because you just don’t know where to look for new prospects?  If so, the solution to finding fantastic prospects is surprisingly simple: To figure out what your best prospects look like and where to find them, first take a look at your best clients. Add this. . . Read More


New AUM for a New Year

PRESENTING: Four Top Prospectors Reveal Their Strategies for 2018 Don’t miss this amazing panel on the biggest webinar of the year! Over the last month, I’ve had some extraordinary conversations with four advisors about how they have raised an extraordinary amount of new AUM.  With each, I asked, “What’s the single biggest source of your. . . Read More


Stop Ignoring 50% of Your Best Prospects

Imagine this all-too-common scenario involving some of your best prospects: Let’s say you host a seminar.  At the event, you meet a nice couple named Mr. and Mrs. Oldebucks.  After your presentation, you spend a few minutes talking with them and answering their questions.  When you get back to the office, you look at the. . . Read More


Five Ways to Get More Referrals

In a previous blog post, I listed 5 facts about referrals you need to know.  If you haven’t read that yet, go read it now, then come back.  I’ll wait.   **Waiting** Welcome back!  Now that you know to PROMOTE referrals instead of ask for them, here are 5 easy ways to do so.  . . . Read More


3 Prospecting Truths All FAs Must Know…and 4 Mistakes to Avoid

The Sales Prospector’s Dream Come True An occasional hobby of mine is gold prospecting. Once when my kids were little, we packed up everyone for a week-long camping trip to the Gold Rush Country of Northern California. The kids mostly played in the creek. My wife and I and a couple of friends shoveled lots. . . Read More


5 Facts About Referrals All Advisors Need to Know

If you’re like most advisors, you want more referrals.  But to get more referrals, there are five basic facts you need to know. Fact #1: The Definition of a Referral The definition of a referral is “a name volunteered.” Pay attention to the word volunteered.  It means your client, or Strategic Partner, or whoever, provided you. . . Read More