You’ve probably never heard anyone say, “See that baby over there? He’s an amazing salesperson!” You’ve never heard it because the ability to sell is not something you’re born with. There is no such thing as a natural salesperson. Sales is a learned skill. Unfortunately, in a business that’s Read More >
How To Use The Japanese Kaizen Philosophy To Grow Your Business In 2018
We like things big—big money, big houses and big personalities. The bigger the better…except when it comes to change. However, the month of January is unique. It’s the one month out of the year that we allow ourselves to think in terms of big change. In fact, we even fill it with specific Read More >
The Systemization Point: Are You There & What To Do If You Are
Of all the pivotal moments in a financial advisor’s career, it is the Systemization Point that determines success, failure or mediocrity more than any other. As critical as this juncture is in a career, it often goes unrecognized, overlooked or sometimes simply ignored. Systemization Point: the Read More >
Build Your Influence Infrastructure Today To Reach Bigger Money Tomorrow
In the age of do-not-call lists and the inevitable demise of cold-calling, networking has become an increasingly more important prospecting tool for advisors. Unfortunately, the results advisors see from various networking groups is mixed at best. Some of this is due to advisors joining these Read More >
Are You Getting The Referrals You Want, Need & Expect?
Many advisors are of the mindset that if they just do a great job for their clients, the referral floodgates will miraculously open and a steady stream of referrals will come pouring in. Unfortunately, this is what we call "urban legend." Every financial advisor recognizes that the key to a Read More >
The Time Management Hack That Can Raise Revenue
Ah, freedom! Its enticing allure is what draws many to pursue the bi-polar profession of financial advisor. However, advisors discover all too often that this highly coveted freedom balances on a double-edge sword, and has the ability to catapult them to tremendous success or lead to their Read More >
9 Business Systems All Successful Advisors Have
Horsesmouth Editor's Note: For the last 9 years, Horsesmouth has been bringing their readers the Top 10 most popular articles of the year during the holiday season. From more than 500 articles published in 2015, advisors rated this article as the #4 article of the year. There comes a time in the Read More >
How to Talk to Clients about DOL
The Department of Labor’s fiduciary rule has advisor stress levels rising daily. I’m often asked by advisors what exactly they should be saying to clients in regards to the DOL ruling. In response, I developed the following verbiage for addressing DOL with clients. Modify it to fit you, your Read More >
9 Indisputable Laws of Change
If change were easy, I wouldn’t be writing this article. If change were impossible, I wouldn’t be writing this article. Regardless of whether we perceive it as possible or not, or welcome or not, the fact is we often resist it. People who are able to make lasting changes never question whether Read More >
LinkedIn Daily To-Do List for Success
Most advisors are on LinkedIn but many have no idea what to do next. Most have a profile and many have over 500 connections. However, according to recent statistics only 27% have ever posted anything on the network. Yet, study after study shows that over 90% of high net worth investors not only Read More >