Best Practices: Audio Podcasts

I have never met a successful pessimist. Here are five reasons why to avoid them.

Do not listen to the Press! Volatility flattens out In the long run.

Knowing what to do and knowing how to do it demand two different kinds of knowledge. Descriptive knowledge is knowing that you need to ask for a commitment if you want to open an account. Procedural knowledge is knowing how to do that. Descriptive knowledge is knowing that annuities are tax deferred. Procedural knowledge is how to sell those annuities. All Advisors have descriptive knowledge. Elite Advisors have both types of knowledge.

There is a fly in the DOL ointment.  Here’s one Advisor’s tough conversation with a client.
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This is a life lesson for all Advisors, especially newer ones. Plant your roots deeply and give them time to grow. The better you master the basics, the more successful your career.
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We all make mistakes in life and in business. Successful people learn from their mistakes and do not repeat them. Here are ten mistakes you have possibly made. Close the door behind you and never make those mistakes again.
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When you’re on salary, the company signs your paycheck. When you charge fees or commissions, your clients sign your paycheck. There’s a big difference.
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If a client wants you discount your fees or commissions, that’s one thing. You offering without being asked is another. Take pride in your work and do not discount the value you bring to the table.
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Don discusses an article written by Kate Holmes in Financial Planning Magazine title "Stop Talking About Money". Kate suggests moving away from the old practice of transactional tactics and towards a more personal approach.
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Before you talk about the actual dollars involved, talk with pre-retirees about the emotional aspects of retiring. This will strengthen the relationship.
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People are willing to pay a premium for competence. And competence is hard to find. If you do great work, your clients will love you.
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When you talk to your clients about control, make them understand that when they give you their money to invest, they are not losing control.
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Advisors are objective thinkers, using numbers and science to make their decisions. Your clients try to be objective thinkers, but their decisions are based on more emotional decisions.Connect with your clients on an emotional level to help you understand and be more intuitive to their needs.
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Don breaks down the steps to building the success formula. Follow these steps on your path to success in your business.
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In order to grow your business in a predictable fashion, you must be consistent. Clients pay attention to what you do as much as to what you say to them. Be consistent.
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Your clients have to conquer their fear of risk and trust you to invest their money wisely. To not invest money is to go broke safely.
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One of the hardest things for us to do is know when to let go. You have to know when to cut and run.
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A person's decision to act is often an aversion to pain. Find that pain and make it go away and you will have clients for life.
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If you don't ask for the order, then your clients may be passing up an opportunity they don't know they are missing.
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Don's yearly message wrapping up 2014 and setting resolutions for 2015. Make this another great year!
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Work hard, stick to the basics and commit to the long haul. Putting in the work will help turn your talent into a skill. That skill will help you excel as an Advisor.
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Successful people do what unsuccessful people won't do. Great Advisors love what they are doing and work hard to get where they want to be. They put in the hours, set goals and stick to the basics day in and day out.
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Truly great Advisors, those who give 100 % all the time, have blue collar heartbeats. They show up every day and do the same things over and over until they can execute flawlessly. They have a winning repeatable process.
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A very simple, powerful suggestion to help you focus on what's important from the Hallmark book, God Always Has a Plan B.
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As you do your business plan, build in a marketing plan. Identify your targets markets and plan how you are going top approach them.
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Are you committed to the long term as you pursue your goals? Is hitting your goals vital to your success? If the answer to each question is yes, and I'm sure it is, write your goals down and refer to them every day.
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After you write down your goals and before you write your business plan, it's time to create your mission statement. A mission statement is the tool that allows you to know, day to day, if you are on the path to hitting your goals.
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“What successful people didn’t do on their way to hitting their goals.”
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It is nearly impossible to be successful without a plan. Once you have written down your goals, write down how you intend to hit those goals. That's your business plan.
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What is the fear of success and how can an advisor overcome it?
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Can you give me a blueprint to follow to become a million dollar producer?
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Sometimes survival means leaving your comfort zone to make your own way.
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Three simple exercises to take control of your career
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Keep and win new clients by communicating during a crisis. Tips on handling a crisis.
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Tips and motivation for survival in a down market.

Four virtues Ben Franklin resolved to follow to better himself.
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Has the banking meltdown and the loss of faith in the financial services industry caused irreparable harm to our business? What does the future look like for today's financial advisor? While some critics are saying the system is broken and doubting the effectiveness of investing in the market, Don thinks this market will actually help your career as an advisor. Listen to his spin and hear a great analogy that will explain the market cycles to your next client.
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How important is it to be different?
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How would you start building your book if you had to start over?
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How many hours a week should I be working to become a million dollar producer?
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What is the biggest mistake advisors make?
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How can I stay focused?
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Take a lesson from 1941 American League MVP Joe Gordon.
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Should I pursue my CFP?
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Stop talking and stand around.
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Nobody is holding you back but you.
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How do you feel about seminars?
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How do you break out of a slump?
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