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...
Is Your Future Client Sitting at the Table?

Is Your Future Client Sitting at the Table?

I’ve spent the last 21 years through my work at think-legacy teaching advisors how important it is to bring all voices and decision makers to the planning table, yet I am constantly finding advisors are leaving female spouses behind. Now I understand from a...
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...
The Right Relationship, Every Time.

The Right Relationship, Every Time.

If you’ve ever uttered the words, “This business is all about relationships,” then you’re in good company; we’d be hard pressed to find an advisor we’ve worked with who hasn’t said the same. 20 years of talking with advisors has had that single thread running through...
A Look Inside the Wealth Holder’s Mind

A Look Inside the Wealth Holder’s Mind

It’s a strange time when so many people are moving toward poverty, while simultaneously so many are moving into affluence. Indeed this has been called the Era Of Affluence as an increasing number of people will have more money than time. When that happens, they...
Interview Clients Better

Interview Clients Better

Here are 6 Rules About Interviewing that we teach advisors to help them really zero in on their clients during Discovery (or any other time the client’s mouth is moving!). Good listening is more important than you think – treat it that way. Look for the things that...
Goal Hacking

Goal Hacking

When people explore goals, the conversation is pretty predictable. It focuses on what do you want and how important is it to you? But we’ve expanded that thought and found a key to helping clients get real about their goals, once and for all. You’ll love this....

Fact Finding Fails

Advisors are trained to do fact finding as one of the initial steps in a new opportunity. What many don’t know is that it can create an enormous blind spot. There’s a better way to do it. Fact Finding is about collecting data so that you can do some analysis. It...