Browsing Tag

client

Higher Needs

1954, a book was published that changed the landscape. It pushed psychology into the mainstream, into conversations that happen from middle school through middle age and beyond. It draws from sociology, physiology, and philosophy

Natural Outcomes

Success should be the natural outcome of planning and execution. You should not be excited about hitting your goals if you developed the plan and did the work on a daily and weekly basis to achieve the production level you

How To Get Passive Introductions

One of the more interesting things we have found over the decades is that all Reps love Passive Introductions, where the client tells you “By the way, you should call my friend So and So, they just inherited some money and want to talk to

Raise Your Standards

If you want more Introductions, raise your standards. Raise your standards of yourself, on what you do for your clients. Focus on creating more value for them. Listen more. Be more attentive to the details. Then you should get more

Be The Prize

All too often, Reps assume a beta role in working with clients, begging for Introductions. Stop it. YOU are valuable. You create 1000x the value for your client that they create for you. You are the prize.