The Advisor Solutions Podcast

Have you ever sat down to do something that you feel is important, such as prospect new people, follow up with prospects stuck in your sales pipeline, or prep for an appointment, only to have the moment hijacked by client interruptions? It might start with a quick client email, then a call from a client about their portfolio, followed by a text from a client to reschedule, and the next thing you k...

Do you need help with challenges in your financial services business that are leaving you frustrated?  Well, I wrote a book about that topic, my inaugural book, 101 ADVISOR SOLUTIONS: A Financial Advisor’s Guide to Strategies that Educate, Motive and Inspire! Many professional development books about financial services focus on the facets of time management, prospecting, or sales. While these book...

Are you looking for an excellent book to help you reach the next level in your business? I suggest my latest book, ADVISOR LIFE: A Business Coach’s Collection of Short Stories with Tools, Techniques and Transformational Momentum. Available for purchase now! Most books about the financial services industry focus on one facet of the business, such as time management, prospecting, or sales. Or, the f...

Have you ever hit a wall in your business? Where things that used to work suddenly don’t, and your motivation drops, results fade, and you start to wonder if the effort is even worth it. If that sounds familiar, you may be in what’s known as “The Dip.” Most financial advisors, insurance agents, branch managers, and agency managers experience “The Dip” at some point, but they don’t always recognize...

Are there some clients that you don't connect well with? When they call, you'd rather not pick up?  If this sounds like you, you are not alone! Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers have some clients that they just don't connect with. They have never had a process for forging a connection with negative clients. Think of it this way, clien...

Does it feel like your clients are on an emotional roller coaster whenever the market experiences a significant pullback? Do you find yourself receiving more calls from concerned clients? If so, you're not alone. All financial advisors will experience market volatility at some point in their careers. The longer the market remains volatile, the more some clients become anxious. When this happens, m...

Is your business in a slump or spiraling downward, and you don’t know what to do? If so, know that you are not alone. Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a well-thought-out process for creating a comeback in their business. They have never learned a step-wise approach to getting past the emotional impact of what is happening...

Do you ever have a client that you really like? You click with them, and it feels like you’ve been an old friend for years. And, you’d like to have more clients just like them. So, you muster up the courage and say, “I love to work with people like you. Who do you know that I could introduce myself to?” The client instantly looks shocked and replies, “I can’t think of anyone, but if I do, I will l...

Do you ever have a closing appointment with a prospect and are so excited to explain your recommendations that you can’t wait to begin telling them what they are? You start with some small talk but quickly turn the conversation towards what you want them to do. And, the next thing you know, you’ve explained all of the features and benefits, so you ask for the order only to find that they need to “...

Do you ever have a first appointment with a new prospect only to realize later that it was also a last appointment? The prospect didn’t want to meet again to hear your recommendations. Instead, they said they needed to speak to their spouse first or check their calendar. In reality, they didn’t see the value in meeting again, and when you followed up, they never returned your calls. Can you relate...

Do you ever wonder why some people seem to grow their business year after year while others might be stuck on a production plateau? It could be as simple as them knowing one thing you don’t know: how to unclog the pipeline.  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a systematic way to unclog their sales pipeline. They don’t take t...

Have you ever sat down, grabbed the phone to start prospecting, and hesitated to dial because you were unsure of how individuals might respond or even worried about what to say? Or maybe, you've thought about all the potential objections a prospect could throw at you and wondered if reaching out is even worth the risk. In either case, know that you are not alone. Many financial advisors, insurance...

Have you ever found yourself stuck in a conversation with a client, unsure how to guide them toward the right decision without feeling pushy? Or maybe you’ve had a situation with a prospect where you knew a deal was slipping through your fingers, but you weren’t sure how to save it? In either case, know that you are not alone. Many financial advisors, insurance agents, wholesalers, branch managers...

Do you feel connected to your clients? Or, maybe a better question is, do your clients feel connected to you? If you don’t have a systematic way of connecting with them, the answer is probably “no”. And if that's the case, know that you are not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers lack a consistent way of connecting with clients....

Do you ever feel like your life is out of balance? Do you find that you spend so much time on your business that the rest of your life, such as time and focus on family, friends, and even hobbies, seems to take a back seat?  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t take the time to balance out their business and personal lives. They ha...

Are you consistently attracting ideal clients? Do you have a system to get in front of your target market or, even more importantly, someone who could be an “A-Client”? If not, know that you are not alone. Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a process for consistently attracting their ideal clients. Unfortunately, they have n...

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? Do you know what it takes to enjoy your business and what you do nearly every day? Do you know what energizes you about what you do professionally?   Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t understand wh...

Are you confident in your business? Are you confident that your business is optimized and that you are running it in the most efficient and effective ways possible? If not, know that you are not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers lack confidence in some facet of their business. The reason is that they’ve never learned a step-by-...

Are you feeling burned out in your business? Does it seem like the more you do, the more still needs to be done and it feels like you can never catch up? Or maybe you are already burned out and have no idea how to bounce back. Does this sound like you? If so, know that you are not alone. Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t have a...

Have you ever wondered how successful advisors, agents, and wholesalers consistently achieve success? Is it luck or is there a strategic process behind it? If you guessed it’s all about having a strategy, you’re absolutely right! Here’s the real question: Do you have a strategy for success? And are you learning from others to avoid reinventing the wheel?  Most financial advisors, insurance agents,...

Do you have a “success” library? Do you have a collection of books, audios, podcasts, or other media that you can reference to help you create more success in your business and your life?  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t consistently feed their minds with the information they need to reach the level of success that they want!...

Have you ever heard the saying, “If you want something done right, do it yourself.”?  Well, that might be true for some things in your business, but if you find yourself stressed out much of the time, it’s most likely because you are doing too many things yourself and that’s a recipe for burnout!  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don...

Have you ever heard the saying, “I do my work at the same time each day, unfortunately, it’s always at the last minute.” When it comes to prospecting, do you find this is your motto? There will always be a reason to procrastinate when it comes to prospecting until you eventually feel like you don’t have any more time to put it off. Can you relate to this? If so, know that you are not alone!   Most...

Do you know your value? Sure, you might say that your value is your expertise or your product knowledge and how your products and services can help prospects and clients. But isn’t that what everyone would say about their value?  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don’t understand their real value or how to express it to others! The re...

Have you ever wondered what your peers and colleagues struggle with the most? Often, advisors and agents are so busy growing, running, and maintaining their businesses that they don’t take the time to see what others are doing and learn from them. Interestingly, all advisors and agents have challenges and need solutions. In last week’s episode, I mentioned that was my one-hundredth edition of the...