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

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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September 8th, 2019

More Prospects to Meet

Our day-to-day activities pull us in different directions. Sometimes we feel like we are going 100 mph in a 55-mph speed zone and getting no where. We are servicing clients, preparing and monitoring financial plans, and listening to rapidly changing market conditions on the television in our office. We suddenly look up at the clock …

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September 1st, 2019

Grow with the Best Prospects – Easily

At every sales meeting, my staff talks to me about concerns that our advisors have in trying to build their business. Our industry has a nearly unlimited opportunity to help American families retire and protect their wealth. With the number of financial professionals today plus the erosion of talent over the next 20 years, it’s …

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August 22nd, 2019

Maintaining Well-Being Through Stressful Times

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August 14th, 2019

Can nutrient therapy boost your energy?

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August 9th, 2017

Food intolerance testing – is it worth it?

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