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Peek-A-Boo

So I am on a flight from Raleigh to Philadelphia. I have an aisle seat toward the back of the plane. The window seat is empty, thank goodness, and I am sitting there playing Texas Hold-em on my iPad. Across the aisle from me sat a lovely young woman and her little boy. He was maybe two or three years old and to put it simply, he was being a real pain in…

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Letter from an Advisor to a Wholesaler

Okay…so you want to meet me. You’ve been asking for an appointment to "sit down and learn about my business." That sounds great, but let's cut the BS. We both know what’s really going to happen. You’re going to ask a few basic questions and then launch into a product pitch about your ( annuity, mutual fund, ETF, money manager, alternative strategy, REIT, MLP) …whatever the hell you have that’s going to be the…

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Staying Positive in a Negative World

Does your attitude matter? What impact does your state of mind have on your clients and your business? Is it important for an advisor to stay upbeat, enthusiastic and positive? And if so, how the hell do you do it? I think it’s fair to say that we are living in somewhat frightening and turbulent times. The seemingly constant barrage of bad news can feel overwhelming.  You’ve got the big picture stuff like…

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Who’s the real “Clown Boy?”

I recently returned from speaking at a big industry conference and had a chance to listen to several of the other speakers. Usually I learn a few things and it's a very enjoyable experience. This time was different. One of the speakers (let's call him Clown Boy) was a supposed expert on referrals...a subject I know a little about having written a best-selling book and trained thousands of advisors on it. It's also…

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The Year of the Annuity

I never pitch products in my training programs or keynotes. It’s a rule I’ve lived by for decades because I believe that advanced skills are product neutral. It’s up to each advisor to decide what’s best for the client. But there is a confluence of forces right now that is causing me to bend that rule a bit. I think 2016 could be the Year of the Annuity! If you’ve never done one…

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A Screaming Opportunity!

  You gotta' love The Man Clam!  And he's wearing a suit and tie no less. Such a natty mollusk! Listen...we are living through a scary B movie right now.  The stock market has just finished its worst start to any year in history and people are engulfed by a massive blob of uncertainty! The fact is that you should be doing cartwheels! This is an ideal time to boost your prospecting activity…

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It’s Panic Time!

  PLEASE... Been there...done that...got the tee shirt...posted it on Facebook! Panic hits fast in today's markets. It starts by gnawing away at your belief system. Are we really just correcting or is this The Big One? Is China collapsing under the weight of decades of hype? Or are there really a billion people who yearn for a better life, cleaner air and a couple of kids? Did North Korea really detonate an…

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