The Advisor Solutions Podcast

Picture being in your parent's car at 3 years old and you drive under a green light. You notice the color green, but you don’t know what it means. But your parents know! They know that green means go, yellow means yield, and red means stop. You don’t find that out for a year later. That’s what I refer to as a GREEN LIGHT MOMENT-it’s a moment where something happens, and you know exactly what to do…

Wh...

Have you ever sat down to do something that you feel is important, such as prospect new people, follow up with prospects stuck in your sales pipeline, or prep for an appointment, only to have the moment hijacked by client interruptions? It might start with a quick client email, then a call from a client about their portfolio, followed by a text from a client to reschedule, and the next thing you know, an hour has gone by. This proc...

Do you ever feel like you over-promise and under-deliver when it comes to your client servicing system? Do you have the type of system that turns clients into raving fans? If not, then know this…you, are not alone!

Many financial advisors, insurance agents, wholesalers, branch managers and even agency managers want to service their clients in the best way possible but most fail to understand the essential “How To's&rdq...

Picture this, your best friend wants to bet on the football game that you are about to watch with him or her. Neither of you is a fan of either team so it doesn’t matter to you who wins or loses. But you know one thing that your friend does not: one team is known for running elaborate plays while the other doesn’t even have a playbook. Which team will you bet on? I think it’s obv...

Do you ever wonder what it takes to make lasting change? Do you understand the areas of your business that need improvement and how to implement changes to transform your business? 

Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t know how to elevate their business. I coach my clients with a step-by-step process for practicing The Principle of Strategic Replacement, ...

Do you ever feel like your pipeline is stuck? You know why prospects need to take the next step, but for some reason, they don’t seem to have any urgency to want to meet, send you their statements, or even make a decision on the recommendations that you’ve worked so hard on to help them reach their financial goals.

If so,...

Do you ever feel like you are overworked and stressed out? Could you use a vacation? Do you feel like you would like to take one, but you just don’t know if you should take the time away? Or maybe you feel like you can’t take one because the market is down, you don’t want to leave clients and/or spend the money.

If this sounds familiar, know that you are not alone. Most advisors and agents at one time or another h...

Do you know your clients well? Sure, you know who they are and what they do. You might even know a lot about their lives and what relationships they care about the most. But do you know what their relationship is with money? Do you know their money mindset? And do you know how to help them have a healthy relationship with money?

Most financial advisors, insurance agents, wholesalers, branch managers, and even ...

Are you on a production plateau? Most people are or will be at some point in their careers. In fact, your business can go only three ways: up, down, or on a production plateau. And two out of three aren’t good! The big question is, do you know how to get beyond a production plateau?  

Most financial advisors, in...

Do you run your business, or does your business run you? One way to know the answer is if you are typically overwhelmed, run-down, and/or exhausted at the end of the day. If this sounds like you, it’s because you don’t have suitable systems in place.

Most financial advisors, insurance agents, wholesalers, branch managers, and even agencies have never been tau...

Do you have a successful business? Do you have a way to measure your success beyond looking at your paycheck? 

Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a well-thought-out process for measuring success.

They have never learned a step-wise approach to measuring their progress instead of just measuring the ultimate end goal. I...

Have you ever sat down with a prospect, had what you thought was a great conversation, answered all of their questions, and presented a solid solution, only to hear, “I need to think about it”? You leave the meeting feeling confident, yet days later, there’s still no decision. If so, know that you are not alone.

Most financial advisors, insurance agents, wholesalers, branch managers and even agency manag...

Do you ever wonder how strong your relationships are with your clients? You may have great relationships with your clients and hopefully you do. But are some of your clients' one-time customers while other clients are raving fans? If so, what makes that difference? 

If you don’t know why, know that you are not alone! At some point all advisors and agents feel like they are closer to some clients more than they are with ...

Have you ever wondered why some advisors and agents create very successful businesses, while other advisors and agents never get past the survival stage and they wash out of the business?

Is success about luck? Or, timing?  Or, a mix of many things? Maybe you are not sure.

Many advisors and agents have felt this way, that they don’t really know what it takes to evolve over the span of a career to have the most successful...

Do your clients always seem to be on an emotional roller coaster ride? When the market is up, they are happy and sometimes greedy, but when the market is down, they are concerned, fearful, and maybe anxious. As financial advisors, understanding and managing these emotions are critical for maintaining long-term client relationships. 

Most financial advisors ride the up...

Have you ever wondered what your business would be like if you didn’t have resources and tools? Do you ever think about finding resources and tools you don’t have in your toolbox that could take your business to the next level? 

Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have the necessar...

Have you ever found yourself putting off prospecting, even when you know exactly what you should be doing?

A majority of financial advisors believe that the act of procrastination is a discipline, time management or motivation issue. However in reality, those are just surface-level explanations. The real problem is deeper and until it’s identified, the behavior is likely to continue. Without addressing the root cause, no amou...

Have you ever had a business plan that you were excited about? You had a great strategy and even started strong, but within a few days you got sidetracked and you found yourself right back where you began.

Does that sound like you? If so, you’re not alone.

Most advisors don’t have a system that turns their business plan into consistent daily actions. They rely on motivation or discipline and over time, both fall sh...

Have you ever had a great production month followed by an average or even a terrible one? What I mean is, chances are that if you’ve been in the industry for some time, you may have noticed a pattern when it comes to your gross production—and it’s directly related to prospecting. I call this pattern The Peaks and Valleys of Prospecting, which means tha...