First impressions can make or break the start of any relationship. This holds true for personal as well as professional and business relationships. As a financial advisor or insurance producer, the pressure of the first impression is immense. 

The contrast between winners and losers is stark. Winners are celebrated. Losers are quickly forgotten, unless you're the lovable Chicago Cubs. To the winner go the spoils. Losers lick their wounds and hit the showers. Winners get paid. Losers, well sometimes they get paid too, just a lot less. Have you ever considered what really separates winners and losers?

Delivering bad news is always a very difficult thing to do. It’s difficult with our family and friends. It can be even more challenging with prospects and clients as our relationship with them is generally more professional than personal.

Your client's first visible or audible experience is typically with the front desk/receptionist and the reactions, behaviors, and attitudes of your front-office person create the first impression for your guest. This first impression creates an opinion that can either strengthen or degrade each relationship.

Don't leave your business's social media profiles incomplete. Follow these five steps to ensure that your social media profiles are complete and look professional.

I’m a boater, and if you're not a boater, stay with me as I'm going to tie in my passion for boating to my passion for helping financial advisors! During the summer weekends you’ll find me wearing nothing but board shorts, flip flops, and a Vitamin D induced sunshine-smile. From my time on the lake, I've discovered that piloting a power boat efficiently through the waves reflects the processes needed to drive your financial business forward. 

Regardless of how you choose to prospect for new clients, whether it’s workshops, direct mail, or referrals, you must be able to create the ultimate experience for every person you interact with. You should stand out as the top financial services professional in your community.

Many financial advisors I speak with approach prospect and client meetings without a formal written agenda. Gasp! I know, right. Not a good idea. Utilizing a written agenda relieves stress, worry, and anxiety for your prospects -- and you too!

You just gave the sales presentation of your life. It couldn't have gone any better.  You look at your clients. They have a glazed look in their eyes and they have no idea what you just said. Where did it go wrong?

Universal Life insurance offers two death benefit options. Most financial professionals know the difference between the death benefit options. However, few understand how structuring the policy correctly can make a significant difference to long-term cash values.