Larry Klein
Overlooked Way to Earn More
For years, I have assisted advisors to gain clients and earn more. I recall an advisor who once called to tell me that using...
Get Unstuck. Change Your Mindset. Get to the Next Plateau.
There is no a human who has not become stuck at some point in reaching their goals. Those that move on and progress have...
The Major Reason People Do Not Buy Insurance is Not Cost
It's easy to believe that people avoid make certain purchases because of their cost. But this is too simplistic as the consumer always weighs...
Marketing vs Advising - Which is More Important in Financial Services
After graduating with a prestigious masters degree in architecture from a well-known school and spending 2 years in a large architectural firm, Stu decided...
The Worst Idea You Can Have This Holiday Season
This post was contributed by David Sage of Brokerville
The worst idea you can have is that you can’t do business during the holidays. The...
Fear-Based Marketing to Insurance Buyers and Investors is Effective—but is it Ethical?
Greed and Fear are powerful motivators for marketers and fear is the more powerful of the two when it comes to financial issues. Numerous...
Breakthrough In Seminar Results
I write this post from the experience of conducting over 200 seminars as a financial advisor, reaching the point where 65% of attendees would...
Top Producers Don't Focus on Results
Everyone inherits the conversations (aka beliefs) of his own culture. Many of these conversations are so much taken for granted, we don’t stop to...
You Advise People About Their Money – But You're Broke!
There's the old joke about financial advisors who come to the office by bus to advise clients who come to meet in their Mercedes.
If...
Many People Hang Up on You and Rightly So
"My name is....."
"Hi Mr. Smith, my name is........"
Most every sales call or appointment-setting call in America starts this way--the WRONG way. Sales people...