THE HIGH PERFORMING PRACTICE BLOG

Stay Focused. Move the Sales Needle.
Stay Ahead of Your Competition.

A weekly dose of retirement income planning strategies and valuable business-building insights from Mike McGlothlin

November 17th, 2019

How to Use Automation to Build Relationships

Effort. It’s one of the main things that separates a High Performing Practice. Yes, it’s really that simple. But, you should focus on where you put that effort. Ultimately it should be on practices that create unique, personal connections with your clients. Marketing can either be the way you make that happen, or for some, …

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November 8th, 2019

Giving Back from the Heart

We all have causes we’re passionate about. From church groups to local community arts programs, to research for the cure of a disease that has affected a loved one, and all kinds of things in between. The choice of which charity to align with is personal. It comes from the heart. Personally, I’m passionate about …

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November 3rd, 2019

Creating Content That Connects

Everyone wants to stand out. To stand out, you need to carefully consider what you want to say. We’ve discussed strategies to take advantage of free marketing, and how important it is to get your brand amplified through radio and newspaper articles. But even more important is carefully considering the value your content is delivering …

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October 25th, 2019

Personal Connections that Lead to Professional Growth

When you’re looking to grow your business, the goal isn’t to aim for the top one percent. Instead of focusing on how to be that top producer, focus on how to improve your personal performance. Keeping up with the Joneses — both professionally and personally — always leaves you wanting. A smarter move is to …

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October 20th, 2019

How to Stay Motivated in a Difficult Business

Achieve a 20-Point Day Occasionally, most of us experience a lack of motivation. You might have distractions in your personal life. You might be discouraged by bad markets or low interest rates. Or maybe you’re just burned out. Whatever the cause, when you’re just not feeling it, it’s hard to stay focused and do the …

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October 13th, 2019

Good Marketing Is All About Consistency

Marketing. It’s one of the more important aspects of our business. And one of the biggest—both in terms of budget and effort. But it’s hard to quantify “really good” marketing versus “really bad” marketing. When you feel like you’re spending money left and right, it has to be good, doesn’t it? The truth is, money …

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September 30th, 2019

Trust, But Ask Why

To establish trust, it’s critical to understand why your client asked the question. In today’s world of information overload, there’s an adage from President Ronald Reagan that seems especially relevant. He used to ask his team to “trust, but verify.” With so much readily available information, we need to determine what we can trust. Whenever …

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September 22nd, 2019

To find the right clients, you need to understand them.

Whenever I’m working with advisors one-on-one or chatting after a speaking engagement, they usually ask, “How do I find better clients?”  Typically, that question translates to “How do I find people with more money?” My first thought is to caution that type of thinking. Just having money doesn’t necessarily make that client the right client. …

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September 15th, 2019

What’s the best way to prospect for new clients? Focus on keeping it simple.

Prospecting is the most difficult task when it comes to building our business — especially if we’re trying to figure out how to do it with more clients. I was reading a book over the weekend called The Distraction-Proof Advisor by Paul Kingsman. He talks about how he prepared for the Olympic Games. As a …

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