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So I’m at the gym, just another day at 5AM. I have a set routine where every Monday I work chest, Tuesday it’s legs, and so forth. But here I am second guessing my routine because of the volume of people that are here. Did I mention it’s 5AM? Where did all of these people come from? Welcome to early January in any fitness center! My gym added more than 60 memberships in December. All those New Year’s resolutions, fitness goals, and promises to lose a pound, gain a pound, lift a pound. I guess all of these new comers have the intention of hitting the gym every day at 5AM. Good luck! Don’t get me wrong, this is good news. I admire people that…
Continue Reading “Be True to Your Goals”
Posted by Michael Goldberg in Business. Leave a Comment
Holiday parties are great! Whether it’s your company party, your client’s party, or a party with family and friends, it’s a chance to have fun and get into the spirit of things. Of course, there are also some great networking opportunities to be had. Especially if you’re a financial planner or advisor looking to help people get a fresh start for next year. Networking at holiday shin-digs may be a bit different from the usual chamber meeting or networking event so here are some quick tips on how to “work the room” while socializing and celebrating. Cheers! Keep it light! Yes, it should be light fare. Probably not the best time to get into heavy conversations about mergers, long term care, annuities, the economy, or…
Continue Reading “How to Network at a Holiday Party”
Posted by Michael Goldberg in Business, Networking. Leave a Comment
Delivering a killer seminar – hands down! Can you think of a better way to showcase your skills, value, smarts, and market your business? Seminars work even better if you have an audience! People that actually want to listen to you, learn from you, work with you, refer you, and even invite others to your next seminar. Does it get any better than that? Heck, it can even be fun! I have an absolute blast when I deliver presentations as part of agency kickoffs, corporate initiatives, new hire trainings, top producer roundtables, recruiting focus groups, or sales meetings. I’m telling you, if I were a financial advisor, insurance agent, broker, producer, rep, manager, or whomever; I would be delivering presentations to audiences on a regular…
Continue Reading “What is the Best Way to Grow Your Business?”
Posted by Michael Goldberg in Business, Networking, Referrals. Leave a Comment
One of the very first things asked of new advisors, brokers, and agents is to compile, organize and ultimately sell to their Natural Market. In case the term isn’t used in your firm, your Natural Market is a list of family and friends (and countrymen) that you can sell insurance products to. Some firms may call your Natural Market your Project 100 (or 200) depending on how many names you have on your list. Catchy, isn’t it? I’ve discussed some of the best ways to work with your Natural Market in the past. But how much attention do you give to your Un-Natural Market? You may not be as familiar with this phrase as I just made it up. Well, I didn’t just make it…
Continue Reading “Your Un-Natural Market”
Posted by Michael Goldberg in Business, Networking, Referrals. Leave a Comment
What do Boxing and Networking have in common? You need to protect yourself at all times! Make sure you don’t put people on the defensive when networking. The goal while networking should always be about learning about someone else with the intention to help them.
Posted by Michael Goldberg in Business, Networking. Leave a Comment
Heck, most advisors don’t even talk to their clients unless they have to! Unless it’s time to renew something, or up-sell something, or be referred to someone for something. It’s always something! It’s no wonder the number one reason clients jump from one advisor to another is because they don’t hear from their advisor enough. Your clients are looking for something too! Yes, even the clients in your “C” drawer. Clients want to know that their advisors are looking out for their best interests and keeping them informed about what’s going on and what should be going on. This is especially true when the Dow and Nasdaq are dropping by hundreds of points and political parties are rocking the economic boat. This has become our…
Continue Reading “5 Things Advisors Don’t Say to Their Clients – But Should”
Posted by Michael Goldberg in Business, Referrals. Leave a Comment
Believe it! If you don’t have deliberate (and creative) ways of staying in touch and reminding prospects and clients that you’re a valued resource, they won’t call you. Well, they may not call you. Odds are they won’t call you. Everybody is busy and rarely does it occur to your prospects that they should be getting in touch with you. It’s a case of staying top of mind! In the spirit of OOSIOOM (see the catchy title), here are some approaches you can put into practice to jump start your OOSIOOM strategy. Make your calls. Way back when, I worked on Wall Street as a broker which is to say I was a cold caller. This is before the Federal Trade Commission and Do Not…
Continue Reading “Out of Sight is Out of Mind!”
Posted by Michael Goldberg in Business, Networking, Referrals. Leave a Comment
As in canvassing the neighborhood. The activity of soliciting votes and locating supporters. Traditionally done by tramping the streets from house to house, culminating in persuading those who have previously promised to support one’s party to come out and vote for it. That’s according to Wikipedia (the resource for everything by the way). Is that you? Do you want it to be you? Tramping the streets going from house to house (or business to business)? After all, this is why NO SOLICITING signs were invented. There are lots of creative signs out there. Here’s my favorite. But I digress. Now don’t get me wrong. I believe canvassing is an excellent technique for getting business provided it’s done properly. Think about it. How much more success would…
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Posted by Michael Goldberg in Business. Leave a Comment
I’m asked by financial advisors (and other sales folks) from time to time if there was just one thing that needs to be done to grow a practice, what would it be? Kind of reminds me of that classic scene in City Slickers. You know the one! Jack Palance (Curly): “Do you know what the secret of life is? One thing. Just one thing. You stick to that and the rest don’t mean ****.” Billy Crystal (Mitch): “But, what is the one thing?” Jack Palance (Curly): “That’s what you have to find out.” Well, I’m not sure what the secret of life is but I do know it takes more than just “one thing” to be a successful financial advisor. So here are six things…
Continue Reading “Just One Thing…”
Posted by Michael Goldberg in Business, Networking. Leave a Comment
Mike Tyson has a great quote. “Everyone has a plan until they get punched in the face.” Yes, it’s one of my favorites! Now, Tyson is no Shakespeare (although he has a lot of great quotes you can look up) but he is going into the Boxing Hall of Fame next month. That’s got to count for something. Of course, what Tyson meant applies to the boxing ring. Once he hits you, scrap your game plan and make sure your life insurance is in order. And his 50 wins with 44 knockouts (28 in the first round) backs up the claim. The same claim can be made for your game plan for networking and generating referrals. I know, I know. You have all the best…
Continue Reading “In Your Face!”
Posted by Michael Goldberg in Business, Networking, Referrals. Leave a Comment
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