Building Blocks To Success Blog
Readiness
You said you wanted to get Capone. Do you really want to get him? You see what I’m saying is, what are you prepared to do? And then what are you prepared to do? If you open the can on these worms you must be prepared to go all the way. Because they’re not going to give up the fight, until one of you is dead. You want to know how to get Capone? They pull a knife, you pull a gun. He sends one of yours to the hospital; you send one of his to the morgue! That’s the Chicago way! And that’s how you get Capone. Now do you want to do that? Are you ready to do that? Remember these lines from...
How to Annoy Your Audience
I recently attended a Saturday morning business meeting. I went to the meeting (did I mention it was a Saturday morning?) for the sole purpose of supporting the speaker whom I met at a past conference. Seemed harmless enough! The presentation started off in a very dynamic way by asking questions of the audience and creating interest in the topic. Extensive time was spent discussing clients the speaker has helped and the value delivered. Clients of the speaker were brought to the event to help promote the speaker’s coaching program. The last 20 minutes of the presentation were spent handing out an application for the coaching program and explaining how to fill it out. How much value did I get from the program? None. I...
How to Become an Absolute Legend
Bert Sugar, the iconic boxing writer and sports historian best known for his trademark fedora and ever-present cigar, passed away on Sunday. I had the pleasure of meeting Bert at the Boxing Hall of Fame this past November (he was inducted himself in 2005). Along with the hat and cigar, Bert was donning a yellow shirt and green pants with little lobsters on them. You couldn’t miss him! I bought his latest book (he wrote over 80), he signed it, and we posed for a picture together. Bert pointed straight into the camera as he always did. Even if you don’t follow boxing, you’re almost sure to recognize Bert Sugar if you saw him. He’s been in movies (playing Bert Sugar of course), on sports shows,...
Networking: How to Get Started if you are a New Advisor
And even if you’re not! Top producers ask me many of the same questions about networking that the rookies ask me. The only difference is the top producers and conference qualifiers tend to have more market (as in their book of business) than time as opposed to having more time than market. Obviously, the established financial advisor has a lot more leverage given they have their book of business with whom to leverage, learn from, and generate more business. Here’s a quick process to help the rookies hit the ground running and prevent the grizzled vets from getting, well, more grizzled. Meet the pros. Make a list of all the aspects you need to learn to become a successful advisor. Scheduling sales appointments,...
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Why Isn’t Your Networking Working?
Maybe you’re “selling” your potential referral sources and not networking with them. In a networking scenario, it’s inappropriate to look at people as prospects rather than potential referral sources. I was part of a networking group years ago. Scott was the president of the group and he had a number of people on his board. I joined the group and wanted to meet one by one with the board members. In the spirit of networking, I thought this would be the best way to learn about the group and their respective businesses and to see if, over time, I could help them in any way. I scheduled a one-on-one meeting with Scott and clearly outlined that the purpose of the meeting was to discuss how...
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