Positively Objectionable

Positively Objectionable

When you meet clients, some of them will disagree with you and you’ll have to handle objections. Some will push back. They will object and they will procrastinate. However, the worst of all objections is when you get all the positive indicators. The other person...
A Justly Ordered Universe

A Justly Ordered Universe

The universe is a mess of chaos in a dramatically more complex order. In 1903, James Allen wrote, “In a justly ordered universe, where loss of equipoise [balance] would mean total destruction, individual responsibility must be absolute.” Those words echo true today,...
Have Better Excuses

Have Better Excuses

We’re told not to have excuses. People say rousing things like, “No Excuses!” or “Failure is not an option!”, although it is, and often a frequently chosen one. The fact is that you, your team and your clients have excuses and make excuses. We make excuses for our...
Welcome to the Table

Welcome to the Table

When it’s time to sit down at the planning table with a wealth holder, odds are you won’t be alone. The client frequently receives advice from many others including lawyers, insurance providers, money managers,  accountants and philanthropic advisors. It’s up to you...