The Advisor Solutions Podcast

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 agency manag...

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 more than they are with ...

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 have the most successful...

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 up...

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 necessar...

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 addressing the root cause, no amou...

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 time, both fall sh...

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 tha...

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 even agency managers don’t have ...

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 even agency managers don&r...

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,...

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 ...

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 ...

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.

Does that sound l...

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&mdash...

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&...

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 strategy to consistently co...

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 ...

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 ...