Use Facebook As Your Company Web Site – It’s F-R-E-E

Use Facebook As Your Company Web Site – It’s F-R-E-E
By Jeremy Nason

Almost every agent or advisor we work with asks if they need a website. We’ve generally told them to wait until they are making money, because it is time consuming and expensive to do it right if you want something better than just a ‘cookie-cutter’ website. However, with what we’ve learned about Facebook we’ve changed our tune. With Facebook you can create a business website with “no cost” and you’ll make your business:

  • Discoverable: When people search for you on Facebook, they’ll be able to find you.
  • Connected: Have one-on-one conversations with your customers, who can like your Page, read your posts and share them with friends, and check in when they visit.
  • Timely: Your Page can help you reach large groups of people frequently, with messages tailored to their needs and interests.
  • Insightful: Analytics on your Page will give you a deeper understanding of your customers and your marketing activities.

Plus you will:

  • Save money on marketing: Most email providers will charge you to stay in contact with your customers. You can save by using your Facebook Page to inform and update your customers.
  • Get market research without the high cost of surveys and focus groups. Facebook business pages provide you with free demographic information on your following, geographic information of fans and engagement rates on each wall post so you know which messages are resonating.
  • Brand your company without having to hire an ad agency or buy expensive media spots on TV and radio. Customize your Facebook page, and use your updates to help, inform, educate or entertain your following.
  • Take networking beyond a Chamber of Commerce event. Communicate with other brands and influencers publicly on Facebook by sharing wall posts, commenting on wall posts and tagging posts, and gain exposure to others’ followings by doing so.
  • Pare down the customer service phone calls you have to handle by responding to customers on Facebook. Answer their questions; help solve their problems, and manage sales and service.
  • Be proactive about managing your reputation, and save the cost of a pricey PR agency that handles crises. Simply having a presence on Facebook and being responsive to your fans will help you identify and tame negative sparks before they become a wildfire.

And, if you already have a website you can:

  • Increase traffic to your company’s website by using Facebook as a new traffic source.

When you set up your Page, you can request a web address like, which makes it easy to find. To maximize the impact, include this address on your business card, website and other marketing materials.

Remember: your Facebook Page is an extension of your business. It’s an easy way to share updates and more with the people who matter most. It’s ready to help you engage your customers on desktop and on mobile.

Building a page on Facebook can be a little complicated for many of us, but young people have been using Facebook for years. So, we asked our children to help us out. Check out our new Facebook page… (and don’t forget to like us)

To Learn More Visit…


Providing A Lifetime Retirement Income!

A few weeks ago, my wife and I had a wonderful time visiting with family that we don’t get to see very often. It was great talking to them and catching up on the news about them and their family. During one of the conversations, we briefly discussed their retirement income and they made the following comment – “As long as we earn an average 8 to 9% return our money will last forever.” It reminded me that many retired people are counting on their stockbroker to help them out perform the stock market during their 20 or more years of retirement. And, maybe they will? But even, if they have a great broker who is able to outperform the stock market, they still run the real risk of running out of money.

Let me explain. Over the years, I’ve had too many retired couples come to us asking for help because they are running out of money. For example: One of the couples retired in 1992 with a little over one million dollars. They had been taking $70,000 per year to live on and when we met them in 2003 they had less than $176,000. They were running out of money and didn’t know what they were going to do! Their investment broker had assured them that they would average an 8 to 9% return on their retirement portfolio… and they had. The problem is that although they had averaged the 8 to 9% return, they didn’t get that return each and every year. They had years where they made less than 8 to 9%, and years where they lost money. And, each of those years they still withdrew the $70,000 of income they needed to maintain their current life style. When you take an income from your retirement portfolio in years with low returns or losses, you are very often forced to dig into your investment principal, and you are compounding your investment losses.

Plus, each year they were paying management fees to their broker, whether their retirement portfolio made money or not. Consider, if you average 8 to 9%, and you pay a 2% management fee, then isn’t your net average return only 6 to 7% per year?

The final straw for them was when the stock market took the significant downturn in 2000 to 2003 and they lost over 40% of their remaining money. Because they had no way to recoup their losses and needed the income, they were forced into taking out a reverse mortgage on their home, significantly cutting back on their life style and looking to their children for help. This is much too common a story.

The Question Is: “Will Your Clients Run Out Of Money?”
We’ve seen significant market corrections in the past 14 years and I’ve still been recommending that retirees get out of the stock market with the money they use to generate an income. I believe that the stock market is still overpriced! Evaluating ‘Price to Earning Ratios’, ‘Dividend Yields’, ‘Relative Strength’ and other factors indicates that stock prices still appear to be much higher than normal.

Why Is The Market Overpriced?
There are many factors that contributed to the overvalued stock market of the 90s, such as new technology, an undervalued US dollar, declining interest rates, etc. However, one of the most dominant reasons is that in the 90’s many Baby Boomers, to make up for lost time, funneled most, if not all of their retirement savings into the stock market over a very short time. This caused the stock market prices, in the 90s, to soar dramatically.

In 2000-2003 and 2008 we saw a significant price corrections. However, because the ‘FED’ has kept interest rates extremely low during and after that market correction, there appeared to be no better place for these people to invest their money to get a decent return. Consequently many Boomers, finding no better investment alternatives, left their money in the stock market, which prevented the stock market from making a full correction.

Even if you don’t believe the stock market is currently overpriced, is there any question that in the next few years, we are going to have unprecedented numbers of people retiring. What’s going to happen when each year more and more of these people start liquidating their investments to provide an income? When more money is being taken out of the market than is being put in, will we see a sharp decline in the stock market prices or just lack luster returns? Who knows? But, to expect an average return of 8-9% during the next 10 years or so would seem to be very unlikely and be just wishful thinking!

What’s The Best Way To Make Your Clients’ Money Last?
There is no single investment or income generation strategy for retirees that will work in every situation! Every retiree’s situation is different. However, for most retirees, income laddering with a portion of their money, using annuities, may provide more potential for a longer sustainable income, with less risk to investment principal and no fees. There is also the new breed of annuities that are tied to a Stock Market Index, such as the S&P 500. These equity index annuities can provide retirees with the upside potential of the stock market, without the catastrophic downside market risks.

There is much to consider when helping clients in their retirement years and many questions that need answers. One of the most important questions for you is: “What’s more important, the amount of money your clients have invested, or the amount of income they get to spend?”

Yours in success,
Lew Nason
The 9 Out Of 10 Guy…

P.S. Want to know more about taking your annuity sales to the next level… Click Here.

Ben Feldman’s Famous “Brief Lines” That You Can Still Use

Let’s face our reality! As times change, smart agents and advisors know they need ongoing help. My purpose in creating the do-it-yourself courseHow You Can Become Famous Where You Arewas to devise a system whereby any insurance agent or financial advisor could actually rise above being just another average product pusher or basically an unknown in a suit.” Over the years I discovered the vast numbers of agents and advisors to be largely unknown in their market area. I knew my system had to be affordable and not involve the typical huge fees charged by public relations practitioners, even those at any skill level.

Lew Nason advised, “To be effective, such a system has to reposition with our changing times, and has to be more complete, plus produce far more results than the costly standard public relations or traditional marketing communications efforts of today.”

I knew that individual clients (agents and advisors) were not accustomed to this type of service, understood little about how it worked, and drove me nuts wanting daily reports, expecting results yesterday, not allowing anything reasonable time to work, and demanding the impossible for tiny budgets. When talking about their selves, some tended to “talk on-and-on-and-on.” For these reasons they were largely dismissed by most legitimate public relations and sales promotional professionals. Of course, such professionals largely avoided agents and advisors.

Jim McCarty, the acclaimed and charismatic financial sales trainer, explained, “Over time agents and advisors developed a general image as ‘pests to other people.’ Having become positioned as ‘that group that pesters people,’ they became largely unwelcomed.”

Also, I was acutely aware that my program must be workable by the dumbest-ass person. That is – doable by any agent or advisor. Above all, my program had to be highly effective and get massive results for the client. Desired results were the ultimate essential. A few agents and advisors I knew or encountered were content with the accepted way of doing things – but they paid through their noses. I knew that the entrenched ways were too costly and becoming less effective – and would have to fade with the times like the many personal branding courses did.

Reluctantly I Concluded

Reluctantly I concluded that the clients had to do the “fame making work” or they would never understand how fame is achieved and they would continue to suffer due to this huge knowledge gap.

You can summarize all this by stating what I repeated month-after-month and year-after-year: The objective of my program is to enable agents and advisors to vastly increase their selling results, and increase their service results, by actually becoming famous in the area where they work. This helps them more than anything else. I also wanted to earn the respect of the people that I respected. Otherwise these respected people were caught in a “struggling trap.”

Mehdi Fakharzadeh and Ben Feldman, two of the greatest insurance sales super stars ever, are also unique for all they have shared. They gave us powerful and priceless sales insights and secrets. They even ‘gave you for free’ real ‘sales power’ as The Insurance Pro Shop® often does. Today countless self-proclaimed gurus charge you big bucks and provide you with far less than these great sources give you for ‘no cost to you.’ Both Mehdi Fakharzadeh and Norman G. Levine urged me to include Ben Feldman’s famous one-liners in this Bonus Section to my DIY course.

You and I are well aware that changes are now taking place more rapidly than ever before. If Ben Feldman were alive today he might well advice you “Never call Comcast about anything!” Such advice would certainly be sound. But in many situations, — especially in the areas of sales, trust, decency, and morality, — the proven facts remain unchanged and are very much applicable today.

Ben Feldman, the most successful insurance sales agent of all time, created many brief one, two, or three sentence sales tips that you can and should use today. I know that these expressed thoughts can also still help you achieve more sales despite our “new era” of tighter money. My ultimate goal for you is for you to obtain the highest sales possible by skillfully and properly using regional fame, plus any other proven sales tips you can acquire and apply.

It is well-known that Ben Feldman often spoke to his prospects in unique lines that he created. Brief sentences like headlines in a newspaper! He stayed up late at night practicing these lines by stating them into his tape recorder. He also created power phrases and used them often to help his fellow agents.

The following is a condensed version, parts of which I placed (during past years) in Financial Services Advisor magazine, Advisor magazine, Fraternal Monitor magazine, Leaders: The Magazine of Sales Achievers, Trusts & Estates magazine, Estate Planners Quarterly, Life Insurance Selling magazine, and Probe: The Timely Insiders Newsletter For Insurance Industry Insiders.

The Great Ben Feldman in His Own Words

Ben Feldman originated unique sales comments and he collected sales stimulating quotes by others. He distributed these by sharing them in various ways. Here are some of the lines he gave me for you:

Cato: Why did you help both prospects and other agents?

Ben Feldman: These helped prospects to more quickly understand and to better understand. And the brief phrases for agents helped the agents to realize winning sales philosophies, approaches, techniques for closes, presentations, strategies to peruse, and so on.

Cato: Could you please share some of your brief phrases for agents?

Feldman: Some of these can be used for training agents and some can also be used to inform prospects. These words help guide your reasoning and stimulate you to thinking bigger. These phrases can also help strengthen your discipline, help you with your sales strategy, and your work planning, and eventually and ultimately help you make more sales. These quotes can help an agent to remember to combine logic with motivation. Here are some of my quotes:

“See the people.”

“Don’t sell life insurance. Sell what life insurance can do.”

“If you don’t have any place to go, you won’t go any place.”

“Knowledge is power.”

Cato: (Interrupting!): Did you originate that line?

Feldman: As far as I know I originated the line that knowledge is power. And I originated some other lines that are now used in lots of every day conversations.

Cato: Please continue with your now-famous quick remarks.


“Selling is a combination of logic and motivation.”

“If you live it is money saved. Only if you die is it life insurance.”

“The worst salesperson on earth sells as well as the unknown
person. You don’t want to be another unknown agent.”

“Trade it in for ‘any-pay life’ – stop when you wish and then
own what you have paid for!”

“The insurance that you own may well mean the ultimate
success of your financial plan.”

“Grab attention with client specific solutions.”

“The insurance you do not own will never assure your success.”

“You haven’t done anything wrong.
You just haven’t done anything, and that’s what’s wrong.”

Ben Feldman Continues…

“Life insurance is really nothing but money.
You don’t need more life insurance, but you do need more money.”

“Always be advancing to the next step to your sale.”

“Goals aren’t enough. You need goals plus deadlines.”

“Your goals should be big enough to get you excited.
Your deadlines should make you move faster.”

“Your goals are not much good without deadlines for each!
Together they can make you tremendous!”

“You need the intestinal fortitude to cold call. Perceptions
change over time. Intestinal fortitude works. So prospect.”

“You miss every sale that you do not try for.”

“The further you go, the faster you’ll go because you will be thinking bigger.”

“Your most important sale is when you sell yourself.”

“If you’ve got a problem, make it a procedure and it won’t be a problem anymore.”

“It takes a smart person to make money. But it takes a genius to keep it.
Uncle Sam has a first mortgage on everything you earn and own.”

“People spend lifetimes locking money away.
And, at their death, someone has to step in and unlock it.
Oftentimes for only pennies on the dollar.”

“Get constant favorable attention where you sell.”

“Look for an approach that will harness the buyer’s best interest.”

“Most people buy not because they believe but because the agent (you) believes.”

“You need a passion to excel.”

“Perfection comes from practice.”

“Be goal focused.”

“Never give up on anyone.”

“Everyone deserves your help.”

Still More Ben Feldman Quotes…

“No one ever died with too much money.”

“Don’t be afraid to show your compassion.”

“Do you know anyone who has a lease on life?
It isn’t a question of if; it’s a question of when.”

“Put me on your payroll.
The day you walk out, I will walk in and pay your bills.”

“The key to your sale is your interview.”

“Get well known in your market area as the person
who helps others to help them selves.”

“The key to an interview is a disturbing or enlightening question.”

“Your prospect doesn’t get excited first.
You must get excited first.”

“Show that you love your product, clients, company,
and your work and your sales will be consistent.”

“Blend your work and your passion.”

“Make sure the policy or portfolio policies accomplish what is
wanted by and for the beneficiaries.”

“The basic purpose of life insurance is to create cash, nothing
more and nothing less. Everything else confuses and complicates.”

“It cost something to do something. And it cost something to do nothing.
But doing nothing costs much more!”

“I have money for sale. At a discount!
You’ll need this some day to pay your taxes.”

“May I present an idea that has been very valuable to a lot of people?”

“If you can’t put away three percent now,
how are you doing to find one hundred percent later?”

“Creditors will come knocking for estate taxes.”

“If you make money the politicians will always be eager and ready to take it.
So try to protect yourself from them.”

“In this country the federal government has a mortgage on everything you own and they can take anything from you whenever they decide to target you. You must try to protect yourself.”

“Sell during hard times and you can sell during any times.”

_______________Forrest Wallace Cato

You Can Be Among The Top 5% of Life Insurance and Annuity Producers

Today only 5% of the agents or planners make the really big money. That’s how tough these days are now and are likely to remain from a long time to come. That 5% had the courage to invest in themselves thus they are highly rewarded for doing so. They now take the correct actions for today’s increased challenges. As this IPS newsletter has reported in the past, Formerly 20% made 80% of the sales.  But this is no longer accurate today.

IPS grew rapidly because of these changing factors. All advisors have experienced and witnessed greater changes in every area during the last eleven years than were encountered in the ninety years before. At the IPS we have now served agents, advisors and planners from every state in our nation and from seventeen foreign countries. According to our research they all presently experience greater difficulties and that is why they come to us.

The Marlboro Man Gave Deadly Advice  Continue reading

How To Make It Rain Referrals!

If You’ve Been In The Insurance Business For At Least 
Six Months, Then You Should Be Getting Most 
Of Your New Clients Through Referrals.

A while back the Insurance Marketing Resource Center completed an agent survey about referrals. Here is a quick review of what they found…

  • Only 16% of the agencies said they had an Organized Business System to generate referrals, even though 49% of them said the QUALITY of referrals was good to excellent.

  • Only 62% of agents said they get at least 25% of their new business from referrals – Does it mean they could get A LOT more referrals if they had an SYSTEM?

  • Only 46% of agents have a “joint venture partner” that reliably gives them referrals, mostly on an “informal” basis.

  • Only 46% have a “reward system” that rewards people who gave referrals (just imagine how many they’d get if they actually rewarded the behavior they wanted!)

Do you agree that appointments are the lifeblood of an insurance producer’s career? Continue reading

What’s The Number One Killer To You Selling Cash Value Life Insurance?


Solving problems, (making recommendations) too soon is the number one killer to your cash value life insurance sales. It is unquestionably the most blatant sales mistake that you can make! 

Consider, you hear your prospect tell you that they need and want life insurance to protect their family, and you immediately offer a solution, to meet that need.

Yes, I know, it’s very difficult not to respond to a burning need.

However, offering a solution to problems before listening to a prospect’s complete situation will have an adverse effect on any cash value life insurance sales presentation. (or prospecting call)

Think about it. If your prospect only sees the need to protect their family, then why should they buy anything but term life insurance.

Yes, I know there are many compelling ‘logical’ reasons to own permanent life insurance.

However, if you want to sell cash value life insurance, you must ask questions and listen to… ALL of the needs the prospect may have, then try to extract the ones he/she is really ‘passionate’ about solving. In other words, shut up and ask questions to clarify the need and to turn that need into a want!

Present your solutions and benefits later when they have the most emotional impact!

“It’s not the answer, it’s the quality of the question!”

Remember, while Missed Fortune, Infinite Banking, Pension Max, etc. may be great cash value life insurance sales ideas, in truth they are really just solutions to problems and should only be presented once the client clearly articulates their concerns.

Want to know more. Get our Fast Track Advisor’s Guide today… Click here (Immediate Download)



Recently, my friend and colleague, Lynn Schaber, told a story in her own weekly e-letter that I felt inspired to share with you here:


Over 20 years ago, Lynn heard a tale from speaker Danny Cox, a professional trainer—the “Sonic Boom” Salesman.  He was known for his work as an Air Force spokesperson, addressing communities affected by jets that broke the sound barrier.  Before that, he had been an Air Force pilot, testing those very first sonic-boom flights.

Danny spoke of the day he was pushing 700 mph to break the barrier, when his plane went into a Death Roll.  (You don’t have to try too hard to imagine what the usual result of a “Death Roll” is.)  The plane was tumbling end over end.  In terrifying circumstances, instinct tells you to do everything you can to fix the problem—specifically, in this case: “Get the plane back under control.”  Later, experts told Danny that what he did right away probably saved his life.

Danny did nothing.  In the initial moments after the Death Roll started, he didn’t make a single move. Then, after his mind spiraled through its options, he chose a course of action that stopped the spinning movement of the jet.

Don’t take this the wrong way.  Not one of us—Danny, Lynn, nor I—thinks that you should do nothing about a problem you’re facing…for long.  That would be deadly!  Dangerous anxiety and stress, even when tempered with the familiar feeling of your “comfort zone”, can wreak long-term havoc on your health, so the quick decision to make a change is often necessary.

What we are suggesting is that in a situation of dire panic, it’s perfectly all right—even optimal—to take a few moments to be still.  Take a long walk (if you can), breathe deeply, or as Lynn explained, “Step back and assess the landscape.  Give your brain a chance to disengage from the panic and think logically.”  In other words, figure out exactly what’s happening, where you are, and what your options are.

You can, as Lynn recommends, ask yourself a specific question like any of the following:

1)   What can I do that will help the situation?
2)   What do I want to avoid?
3)   What would happen if I didn’t do anything right now?

During the times in my own life when I’ve been really worried about something, or confused by my alternatives—such as moments when my dream-job earnings have been down, or when I was facing surgery for my second battle with cancer—this “do nothing” advice has served me well.  Spinning (which I did plenty of) couldn’t have gotten me to a solution; unfettered, it would have been part of the problem that led to my end.

When the pressure is on and there’s an issue that needs to be resolved NOW, take a pause for just a few moments, and do nothing.  Let the plane continue to work its way downward, until you’re clear on the course of action to bring it back up.  Then, do what logic tells you—or, better still, just do what feels right at that moment.  As I discuss in The High Diving Board, there are no “wrong decisions” when choices are made from that intuitive place inside you—a place you can’t possibly reach the second after you’ve been tossed into the fray.


Start by doing nothing.  But next, when that moment of clarity comes—and trust that it will—keep REACHING…


Why Is Doing A ‘Proper’ Fact-Finding So Important?

In my short-time working with my uncle and my grandfather (Jeremy & Lew) I’ve already witnessed some extraordinary agent transformations. Here’s my take…

What is the most important thing an agent can improve on to reach greater success? Some say it’s prospecting, some will say it’s your sales presentation, others will say how you market yourself, and still others will say a referral system. Why do these come to mind? Let’s use a pie as example. If the pie is to be a success; then you must use each ingredient in the correct proportions. Like the ingredients of a pie, prospecting, presentations, marketing and referrals each contribute to a part of your ultimate success; how many people you bring in, and how you sell to the ones you do. All of these are important, as a pie without all of its ingredients (in the correct proportions) will not be tasteful, so will you not be successful without all of these things. However, at the end of the day all of these things will only improve your success by improving one part of the pie. What if I told you, there is a missing ingredient to your success. What if instead of improving one part of the pie, you could improve the whole pie by working on one thing? Well you can, and that is by doing a proper fact-find. Doing a proper fact-find will improve both areas of your business. It will help you to close more sales, and increase the amount of people you see.

Doing a proper fact-find will increase your sales.

How does it do this? It’s simple. People buy off emotion and justify it with logic. Doing a proper fact-find gets them emotionally involved because it forces them to think about what they want/need, and most of the time they do not know how to get it. Therefore, there is a gap between where they are at now and where they want to be. Who can bridge that gap? You! In short, a fact-finder helps us identify their heart-felt, home-hitting problems so we can solve them. So, now we know how it increases sales directly, but it also does it indirectly. How? Through increasing the amount of people you see.

Doing a proper fact-find will increase the amount of people you see.

When you do a proper fact-find it builds huge rapport between you and your client. You have transformed from a typical salesman, into a trusted advisor and friend. You have proved to them you are not just trying to make a sale, but rather you are helping them to solve their problems. You are helping them reach their goals and you’ve showed them that you have their best interests in mind. In short, you are their hero.  How does that increase sales? REFERRALS! How much more likely are you to get referrals now? How much more likely are the referrals you get are going to WANT to talk to you? How much more likely are the appointments going to STICK?

Okay, now that we have established how fact-finding helps you and why it should be an upmost priority, how do we do this “proper fact-find”?

Doing a proper fact-find is not about just ‘finding the facts.’

The key to doing a proper fact-find is having a conversation. It is not about filling out some form, or following a preset script. I am not telling you to not get all that information because it is very important for you to do so. What I’m saying is to actually talk and get to know them. Show them you care about them and their situation. You should discover their fears, goals and current plan. Help them cross that river in their path. Find out the problems they are facing. Most importantly make THEM THINK about the problems they are facing. So how do we get them thinking?

You do this by asking questions. ‘TONS AND TONS OF QUESTIONS’ However, it is important to ask the right questions. First, you ask a question for them to realize their problem, and then you have to follow up with another question forcing them to briefly think about it and let it sink, and then you move on. So a good series of questions could be, “Mrs. Smith what do you need to retire?” (pause and listen) “What are you currently doing to get there?” (pause and listen) Possible follow-ups then are, “When do you think you should start, now or later?”, if they have not started or if they have, “How is that doing?” “How much more are you willing to lose?” or “How long do you think that will continue?” “What would happen if it declined?” (Pause and move on to the next item) Why is this so effective?

It gets them emotionally involved. When the client comes up with the problem on their own it hits home. It is not someone else’s problem, it is their problem. They can’t hide from it; they know they have to solve it. They are now worried about their future, about how their plans aren’t cutting it. So now they WANT to take action, and you’re there to help them. They are now wanting a solution which you can and will give.

Want to know more. Get our Fast Track Advisor’s Guide today… Click here (Immediate Download)


“Wisdom is knowing what to do next, skill is
knowing how to do it, and virtue is doing it.”

David Star Jordan

SERVE, and Grow Rich

My friend and colleague, coach and author Steve Chandler, wrote this earlier this year:

“Most people try to move toward wealth in embarrassing, clumsy ways.  They have cynicism programmed into them from an early age.  So they want a course called Manipulate and Grow Rich, or Network and Grow Rich or Win People Over and Grow Rich.”

“They see companies like Apple, Amazon, Nordstrom, Whole Foods, Southwest Airlines, and Google, and they think ‘I need a big, clever idea like that!’ or ‘I need diabolically opportunistic branding and positioning!’  When that doesn’t work, then they think it’s time to suck up to powerful people…polish some apples and lick some boots!  Why?  Because it’s Who You Know that makes you rich!”

Yet all the while, there is a spirit that runs through all radical wealth creation…and we’ll keep it simple by calling it service.  All the individuals and companies I have worked with in the past 30 years revealed to me this underlying truth: wealth comes from profound service.”

If you’re working on a Business Plan, make sure it includes serving your clients profoundly.  To get specific, here are a few of Steve’s (and my) tips:

1.  Stop Pleasing and Start ServingAs children, we are conditioned to please.  “Were you a good girl, today?” Daddy asked, and what he meant was: Were you sweet, passive, obedient and not too vocal about your opinions?  Never did we hear him ask: “Were you bold and powerful?”  Or, “Were you courageous?”

Adults were the people with the money and power.  If we pleased them, we’d get that ice cream or that allowance.  As a result, too many of us learned to default to pleasing.  We want our clients to think we’ve been a good little boy or girl, so if we think there will be resistance to what we believe serves them best, we choose what will please them instead of what we believe they should do or have.

If we served instead pleasing, we would astonish our clients, instead of simply being “a nice guy”.  We would be making a real difference in another person’s life.

2.  Create Agreements, Not Expectations.  We become anxious because a client or prospect hasn’t done what we think they “should have” done.  Expectations belong in the recycle bin, along with ideas like a “no” answer being a rejection.  To fully serve and grow rich, you don’t need those anymore.  In fact, they will slow you down and give you a life of disappointment—even causing nagging and persistent feelings of betrayal.

If you want a client to do something, create an agreement.  Agreements serve because they are creative collaborations that honor both people.  They are like a co-written song.  Expectations, on the other hand, live and grow in us like cancer.  Nothing good can come from them.

3.  Don’t tell a client she’s wrong.  Proving that your client’s or prospect’s view or understanding about the world is wrong—no matter how ridiculous her opinion might be—is not serving.

Listen for the value in what she is saying before you respond.  Recognize the merit, and acknowledge that you see it.  Agree with the “objection” rather than trying to overcome it with a humiliating argument.  Instead, agree with her, and find a way to “reframe” how she’s seeing it.

“I understand that you don’t believe in life insurance, and if I saw it the way you’ve explained you do, I wouldn’t believe in it either.  What I do believe in is making sure my family has money at the most critical time that I won’t be able to help.  If we didn’t call it ‘life insurance’, wouldn’t that be something you’d want your family to have?”

Decide to give profound service, and wealth of all kinds will follow.  In the meantime, keep REACHING…


Don’t Forget the Most Important Person

If you’re like most people, as the holiday season approaches, you’ll find yourself juggling all of the things you have to do, including social obligations and gifts galore, and you may leave someone very important off of your list by mistake…YOU!  If you could have anything in 2015, what would it be?  And why don’t you have it yet?

When we don’t have what we want, we tell ourselves stories about why we don’t.  These stories usually involve our circumstances: Not enough time, not enough money, not enough education, the wrong kind of education, etc.  Or, they involve the people in our lives: Friends who don’t understand us, spouses who are overbearing, children who are demanding, sick parents, etc., etc., etc.

I often upset my workshop attendees and clients by calling the people or circumstances we blame for holding us back exactly what they are—excuses.  Not having money, time, or training may make getting what you want more difficult, but people whose circumstances are far worse than yours have overcome these obstacles by the sheer force of their commitment.

Make Time

A simple “resolution” you can keep in the coming months is to commit to giving yourself an hour’s worth of time to figure out what you want and what’s keeping you from having it.  During that time, ask yourself these Five Questions as part of a “SWOT” Analysis:

1. If you and I were to meet three years from now, what is the absolute minimum that will have to have happened in order to allow you to say your life is terrific?

2. What strengths do you already have that you could leverage to get you there?

3. What weaknesses will you have to acknowledge?

4. What opportunities can you take advantage of that will help you along the way?

5. What are the hardships and obstacles you’ll need to overcome to get to that point?

If you do this analysis before the end of the year, you can make plans you will keep for the next one.  Make time for yourself, and you’ll be able to maintain your festive spirit through all the seasons, even as you work hard to keep REACHING…