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This article on prospecting applies to any type of financial sale. Your first boss told you that insurance prospecting is the life blood of your...

If honest with yourself, you’ll admit that you have lost more investment or insurance sales over your career than you have closed.  While at...

A decade or two ago, those who sold financial products and services realized that consumers did not want to be sold stuff. Around the...

Financial Advisor Clients – Don’t Educate Them A lot of foolish financial advisors have taken some advice to educate their clients.  But that’s a waste...

Insurance Prospecting Gone Wrong It continually shocks us that so many people (insurance agents, stockbrokers, financial planners) are recruited into financial services with no sense...

Is There Anyone Else Out There? Are you one of the many advisors who have grasped the 21st Century with gusto and setup your own...

Do you feel rejected when people don’t want what you are offering?  Actually, when people do not want what you offer, they usually say...

I know advisors who feel it’s their job to educate clients and educate their prospects.  I always know that these are poor advisors. I...

The mature market is the single best large market.  (There are other great markets, such as people with assets over $10 million or presidents...

Red-blooded Americans are a self-reliant and it’s a good way to be, right? As self-reliant Americans, it’s almost un-American to admit we do better...