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Why You and Your Practice Should Be on Instagram

Twenty years ago, advertising your financial practice was much different than it is today. Your best bet then was television, but with the cost of filming and production, it was too expensive to use...

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Creating a Powerful Bio

You should never have to talk about your credentials with a prospect.  They should always precede you.  You should always send a bio in your confirmation letter.  You should never be in a position,...

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Referrals Aren’t Enough Anymore!

Have you noticed how difficult it is to reach people these days?  I’m sure you have. It’s hard enough reaching our existing clients, let alone prospects. The days of walking away with names and numbers...

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10 Conversation Starters with the Wealthy

I have a secret for you. Most financial advisors assume the wealthy have tons of advisors chasing them.  They don’t.  The upper middle income has tons of advisors chasing them but the truly wealthy are...

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One Technique to Avoid Ghosting

We’ve all been through it: You set an amazing demo or presentation call and, and…they don’t show up!Or, you have an amazing, and what you think is an engaging demo call and you set a call back and,...

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7 Notes That Will Triple Your Referrals

Everybody wants everything done fast, don’t they?!!!  Unless it is done to them.Doctors are told to spend less time with each patient so that the hospital can make more money.  Be faster!  That’s not...

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MDRT Members and The Hunger Project Pioneer Partnership Against Global Hunger

PARK RIDGE, Ill. (July 9, 2019) —Every year, 821 million people – or one in nine – suffer from chronic malnourishment. Though hunger is a complex, global issue, there is a solution: empower individuals...

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The 5 Secrets to Get Your Email Answered

Tired of your emails not getting answered?If you’re a sales rep who is sending emails and waiting… and waiting for responses that never come, then why not use some best practices that will give your...

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How to Negotiate to Close More Deals

There is a disturbing trend I’ve heard with the companies I’m working with. And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free...

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One Big Mistake to Avoid

When you talk about your business to prospects – in person, over the phone, or even on your website – are you setting yourself up as the hero?  If so, you’re making a BIG mistake!In my newest book,...

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