The Advisor Solutions Podcast

Do you know your clients well? Sure, you know who they are and what they do. You might even know a lot about their lives and what relationships they care about the most. But do you know what their relationship is with money? Do you know their money mindset? And do you know how to help them have a healthy relationship with money? Most financial advisors, insurance agents, wholesalers, branch manage...

Are you on a production plateau? Most people are or will be at some point in their careers. In fact, your business can go only three ways: up, down, or on a production plateau. And two out of three aren’t good! The big question is, do you know how to get beyond a production plateau?   Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a ste...

Do you run your business, or does your business run you? One way to know the answer is if you are typically overwhelmed, run-down, and/or exhausted at the end of the day. If this sounds like you, it’s because you don’t have suitable systems in place. Most financial advisors, insurance agents, wholesalers, branch managers, and even agencies have never been taught best practices for how to create gr...

Do you have a successful business? Do you have a way to measure your success beyond looking at your paycheck?  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a well-thought-out process for measuring success. They have never learned a step-wise approach to measuring their progress instead of just measuring the ultimate end goal. In other...

Have you ever sat down with a prospect, had what you thought was a great conversation, answered all of their questions, and presented a solid solution, only to hear, “I need to think about it”? You leave the meeting feeling confident, yet days later, there’s still no decision. If so, know that you are not alone. Most financial advisors, insurance agents, wholesalers, branch managers and even agenc...

Do you ever wonder how strong your relationships are with your clients? You may have great relationships with your clients and hopefully you do. But are some of your clients' one-time customers while other clients are raving fans? If so, what makes that difference?  If you don’t know why, know that you are not alone! At some point all advisors and agents feel like they are closer to some clients m...

Have you ever wondered why some advisors and agents create very successful businesses, while other advisors and agents never get past the survival stage and they wash out of the business? Is success about luck? Or, timing?  Or, a mix of many things? Maybe you are not sure. Many advisors and agents have felt this way, that they don’t really know what it takes to evolve over the span of a career to...

Do your clients always seem to be on an emotional roller coaster ride? When the market is up, they are happy and sometimes greedy, but when the market is down, they are concerned, fearful, and maybe anxious. As financial advisors, understanding and managing these emotions are critical for maintaining long-term client relationships.  Most financial advisors ride the ups and downs of the emotional r...

Have you ever wondered what your business would be like if you didn’t have resources and tools? Do you ever think about finding resources and tools you don’t have in your toolbox that could take your business to the next level?  Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have the necessary resources and tools to be their most successful...

Have you ever found yourself putting off prospecting, even when you know exactly what you should be doing? A majority of financial advisors believe that the act of procrastination is a discipline, time management or motivation issue. However in reality, those are just surface-level explanations. The real problem is deeper and until it’s identified, the behavior is likely to continue. Without addre...

Have you ever had a business plan that you were excited about? You had a great strategy and even started strong, but within a few days you got sidetracked and you found yourself right back where you began. Does that sound like you? If so, you’re not alone. Most advisors don’t have a system that turns their business plan into consistent daily actions. They rely on motivation or discipline and over...

Have you ever had a great production month followed by an average or even a terrible one? What I mean is, chances are that if you’ve been in the industry for some time, you may have noticed a pattern when it comes to your gross production—and it’s directly related to prospecting. I call this pattern The Peaks and Valleys of Prospecting, which means that most financial advisors and insurance agents...

Breaking bad news is never easy, especially when it comes to money, the market, or not getting the coverage that your client wants. But one thing is certain: at some point in your career, you are going to have to break bad news to someone. The real question is, has anyone ever expressed to you the best way to do that? Most financial advisors, insurance agents, wholesalers, branch managers, and eve...

Are you managing your clients, or are your clients managing you? That’s a question that you may never have asked yourself before.  At the end of the day, are you drained, run-down, and burned out because you have been doing everything you can for clients that call up and ask for your attention on something immediately? Most financial advisors, insurance agents, wholesalers, branch managers, and ev...

Have you ever felt like you’re working hard, staying busy, meeting with people… but something just isn’t clicking? You know your business should be further along, but if someone asked you, “What exactly isn’t working?” would you have a clear answer? Most financial advisors, insurance agents, wholesalers, branch managers, and agency managers struggle to improve their business, not because they lack...

Have you ever thought about investing in a business coach? Maybe you have, but you aren’t sure if it is right for you. Well, ask yourself this…how many Olympic gold medalists have had a coach? That’s right, all of them! And, why is that? It is because athletes from the major to the little leagues know the value of having an experienced professional help them get to the top of their game.  Do you n...

Do prospects view you as a product pusher or a problem solver? It’s a tough question that you may not want to know the answer to.   Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a well-thought-out process for becoming what I call “A Professional Problem Solver.” The reason is that they’ve never really learned a step-wise approach to he...

Do you want to take your business to the next level, but you're unsure how? It might be as simple as identifying the red flags in your sales pipeline. What I mean is, chances are you have a few red flags (or clogs) in your sales pipeline that are holding you back from achieving the success you’ve always wanted. And if you don’t know what those red flags are, you’ll never be able to overcome them....

Do you control your day, or does your day control you? If you're unsure, one way to tell is by looking at how your days unfold and how you react to what happens. Do you start each morning with the best intentions, knowing precisely what you want to accomplish, only to reach the end of the day wondering where the time went—and realizing you didn’t achieve your goals? If so, chances are, other peopl...

Have you ever met with a prospect, delivered your presentation, answered every question, and still walked away without the sale? Most financial advisors, insurance agents, wholesalers, branch managers, and agency managers assume the problem is a lack of leads or opportunities. But often, the real issue isn’t activity; it’s a lack of clarity about what’s actually happening inside the sales process....

Do you ever feel like a month flies by too fast? Before you know it, the months string together, and you reach a new quarter, but you really aren’t any further along at growing your business than you were three months ago. Does this sound like you? If so, know that you are not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a stra...

Do you love to prospect? Do you get into the office and can’t wait to make that first call? Well, if you are like most advisors and agents, you don’t! You probably look for anything else to do rather than prospecting. Does this sound like you? Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a well-thought-out process for prospecting. The...

I’m sure you’ve heard the old saying, “Time flies when you are having fun,” but have you ever thought about why it flies so quickly? What would it take for you to find fun doing what you do in your business? Do you know how to be “in the zone”? Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t understand what it takes to find their business flo...

Do you ever feel stuck in your career, wondering how to overcome challenges? Or maybe you are looking for the right tools to unlock your potential, or just the thought of figuring out how to get to the next level seems overwhelming. In fact, it might feel like you are on an emotional rollercoaster ride, wanting to grow your business but not feeling confident in your ability to do so. Does this sou...

Do you ever have the best of intentions and yet feel a little lost with your business soon after the New Year? What I mean is that the time between New Year’s and the end of the first quarter is often a blur, and as a result, you may not feel like you are on your way to accomplishing the goals you set just weeks ago. Does this sound like you? If so, know that you are not alone. Many financial advi...