Articles

Leadership + Initiative = Teamwork

15 Jul

1. (noun) cooperative or coordinated effort on the part of a group of persons acting together as a team or in the interests of a common cause. Dictionary.com   Teamwork makes sense for a lot of reasons, but it isn’t second-nature or easy. Do you and your staff always work together in a “cooperative or […]

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Get Off the Phone!

09 Jun

Why Staff Should Call Clients, Prospects and Referrals Are you still making calls to fill your calendar? I hope not! If you are, it’s time to delegate the scheduling to your staff. Give up the calls — and I mean all of them! — to existing clients, prospects and referrals. Yes, referrals. Does that make […]

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The Client Base Advantage

07 May

Are you working your client base efficiently — or do you cherry pick? By cherry pick, I mean this: do you glance over the names in your client files and call only the people you think will do business? Are you calling them because of a hunch, a preconceived notion or past history? If that’s […]

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Are You A Control Freak?

13 Apr

Don’t be afraid to let go and grow! Do you manage your practice — or are you a control freak, always trying to arrange, contain and maneuver people and events? Do you trust your employees or are you guilty of second-guessing and overriding their efforts? If you’re afraid to let go of some responsibility (and […]

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The Appointment Stream

17 Feb

After training over 150 business teams in the U.S. and Canada, I know that advisors struggle with consistent appointment scheduling. One week their calendar is full, the next week, it’s empty.  Why? Because when advisors have a full week, there’s no time to get on the phone to schedule more appointments – which means their […]

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