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...

Crazy about Kolbe

Your Kolbe result helps you to understand your own instinctive strengths, and the strengths of others, to improve lives in the way that you care most about. The Kolbe Concept holds that creative instincts are the source of mental energy that drives people to take...

Success Requires a Plan

Cases don’t aimlessly drift to success – it requires a plan. This isn’t a secret. However, we equip Advisors with a Planning Map tool that helps them lay out the plan for implementing a client engagement. There are four reasons for having a Planning Map: The plan...

Affirmative

Advisors using the Legacy approach are the only ones who have their clients systematically Affirm their goals. Do you know what happens when a client provides an affirmation and written confirmation that their goals are accurate? They tend to implement with...