The Advisor Solutions Podcast

Have you ever had a team that just didn't click? Where communication was poor, roles were unclear, and productivity suffered, no matter how hard you tried to manage it all? If so, you're not alone. Many financial advisors, insurance agents, branch managers, and agency managers struggle with team dynamics without even realizing it. Poor team chemistry doesn't just slow down your business—it can prevent it from reaching its full potential. Without the proper structure, communication, and leadership, even a great team can quickly become dysfunctional. But here's the good news: There IS a better way!  In this episode, I explore key elements that drive healthy, productive team dynamics and show you how to build a team that supports your growth, frees your time, and makes your business easier to run. These aren't just big ideas—these are practical, real-world strategies you can implement immediately to transform your team's performance.

Have you ever had a great production month followed by an average or even a terrible one? What I mean is, chances are that if you've been in the industry for some time, you may have noticed a pattern when it comes to your gross production—and it's directly related to prospecting. I call this pattern The Peaks and Valleys of Prospecting, which means that most financial advisors and insurance agents experience severe fluctuations in their gross production when they intermittently prospect because inconsistent prospecting leads to gaps in their sales pipeline, making it harder to maintain momentum. Does that sound like you? If so, you're not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and agency managers lack a process for getting off this type of production rollercoaster and need a pipeline flow that can lead them to consistently strong production months. Some professionals experience severe fluctuations throughout their entire careers. As a result, they constantly struggle to reach the next level of success! In this episode, we'll share practical strategies that successful advisors and agents use to get off the production roller coaster. These aren't just theoretical ideas—they're actionable steps you can implement right away to move closer to your business goals.

Do you want to take your business to the next level, but you're unsure how? It might be as simple as identifying the red flags in your sales pipeline. What I mean is, chances are you have a few red flags (or clogs) in your sales pipeline that are holding you back from achieving the success you've always wanted. And if you don't know what those red flags are, you'll never be able to overcome them. Does that sound like you? If so, you're not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and agency managers don't take the time to identify the red flags in their sales pipelines. Over time, they accept these obstacles as a normal part of the process. As a result, they struggle to reach the next level with their business. In this episode, we'll share practical strategies that successful advisors and agents use to recognize and remove red flags (or clogs) from their sales pipelines. These aren't just theoretical ideas—they're actionable steps you can immediately implement to move closer to your business goals.

Does it feel like your clients are on an emotional roller coaster whenever the market experiences a significant pullback? Do you find yourself receiving more calls from concerned clients? If so, you're not alone. All financial advisors will experience market volatility at some point in their careers. The longer the market remains volatile, the more some clients become anxious. When this happens, most financial advisors reactively manage client concerns. As a result, they feel emotionally drained from constant interruptions by the end of the day. In this episode, we'll share practical strategies that successful advisors use to manage their business during market volatility. These aren't just theoretical ideas—they're actionable steps you can implement immediately to help you achieve your business goals.

Do you control your day, or does your day control you? If you're unsure, one way to tell is by looking at how your days unfold and how you react to what happens. Do you start each morning with the best intentions, knowing precisely what you want to accomplish, only to reach the end of the day wondering where the time went—and realizing you didn't achieve your goals? If so, chances are, other people are controlling your time. Sound familiar? If it does, you're not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and agency managers struggle to structure their days. Without a solid daily action plan, they react to urgent requests and constant interruptions instead of proactively managing their tasks. As a result, they spend their days putting out fires—jumping from one distraction to the next—without making meaningful progress on their priorities. In this episode, we'll share practical strategies that successful advisors and agents use to stay on track. These aren't just theoretical ideas—they're actionable steps you can implement immediately to help you achieve your business goals.

Do you ever feel like a month flies by too fast? Before you know it, the months string together, and you reach a new quarter, but you really aren't any further along at growing your business than you were three months ago. Does this sound like you? If so, know that you are not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a strategy to consistently compartmentalize their activities to see success month after month. Having a process that allows you to evaluate each month and then hone and tweak from the previous month's actions or inaction can set you up for an even better month, next month! This episode shares practical strategies successful advisors and agents have used to assess each month's successes (or not). These are not just theoretical concepts but actionable steps to incorporate into your practice, empowering you to accomplish your business goals.

Do you ever have the best of intentions and yet feel a little lost with your business soon after the New Year? What I mean is that the time between New Year's and the end of the first quarter is often a blur, and as a result, you may not feel like you are on your way to accomplishing the goals you set just weeks ago. Does this sound like you? If so, know that you are not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a strategy to compartmentalize their activities to ensure a strong quarter.  For those who did not create a business plan or blueprint at the start of the year, the thought of doing so might seem overwhelming. But it is not too late. There is a way to go from a rocky start to an exceptional finish, by creating your quarterly action plan! This episode shares practical strategies successful advisors and agents have used to strategically plan out their annual quarters. These are not just theoretical concepts but actionable steps to incorporate into your practice, empowering you to accomplish your business goals.

Do you ever feel stuck in your career, wondering how to overcome challenges? Or maybe you are looking for the right tools to unlock your potential, or just the thought of figuring out how to get to the next level seems overwhelming. In fact, it might feel like you are on an emotional rollercoaster ride, wanting to grow your business but not feeling confident in your ability to do so. Does this sound like you? If so, know that you are not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a growth mindset. They typically don't understand that everything starts between your ears. And that developing a growth mindset isn't just a good idea, it's the foundation for achieving long-term success in this business! This episode shares practical strategies successful advisors and agents have used to master a growth mindset. These are not just theoretical concepts but actionable steps to incorporate into your practice, empowering you to strengthen your client relationships.

Have you ever wondered how successful advisors keep reaching the next level? Some people might say that it is just luck, while others might say it's about skill. I believe that it really comes down to one simple but powerful thing that they apply each and every day. It's all about having efficient and productive business habits! You see, those who are successful seem to have daily habits that continue to create more success, while those who have bad habits tend to stay on a production plateau. Now, the real question is, do you feel like you are stuck on a production plateau? If so, know that you are not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have business habits that lead to successful outcomes. They typically don't understand the power that habits can play in their day-to-day lives. Rather, they are conditioned to continue applying the same bad habits, which keep them on a production plateau. This episode shares practical strategies successful advisors and agents have used to create business habits that are fruitful. These are not just theoretical concepts but actionable steps to incorporate into your practice, empowering you to strengthen your client relationships.

Do you feel a little lost in your business during the holiday season? We all know that the time between Thanksgiving and New Year's is often a blur.  Then it's January, and you have to play catch up, as most likely, the past six weeks haven't proven productive. Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a strategy to finish a year out strong. They have never thought about this time of the year as an opportunity to learn from the past, take action in the present and prepare for the future. Why not have a strategic plan to make the most of the holiday season and go into the new year knowing you did everything you could? This episode shares practical strategies successful advisors and agents have used to have an effective business during the holiday season. These are not just theoretical concepts but actionable steps to incorporate into your practice, empowering you to strengthen your client relationships.

Have you ever sat down, grabbed the phone to start prospecting, and hesitated to dial because you were unsure of how individuals might respond or even worried about what to say? Or maybe, you've thought about all the potential objections a prospect could throw at you and wondered if reaching out is even worth the risk. In either case, know that you are not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers, at some point in their careers, face the biggest challenge when it comes to making calls, which is called reluctance! The secret to conquering call reluctance is to know that it is common but entirely conquerable. You just need a proven process! This episode shares practical strategies successful advisors and agents have used to overcome call reluctance. These are not just theoretical concepts but actionable steps to incorporate into your practice, empowering you to strengthen your client relationships.

Have you ever found yourself stuck in a conversation with a client, unsure how to guide them toward the right decision without feeling pushy? Or maybe you've had a situation with a prospect where you knew a deal was slipping through your fingers, but you weren't sure how to save it? In either case, know that you are not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers face challenges when negotiating—whether handling objections, closing a deal, or guiding clients through tough decisions. And often, these conversations don't go as planned because we don't realize that negotiation is an art and, thus, a skill that can be learned and mastered. This episode shares practical strategies successful advisors and agents have used to master the art of negotiation. These are not just theoretical concepts but actionable steps to incorporate into your practice, empowering you to strengthen your client relationships.

Do you feel connected to your clients? Or, maybe a better question is, do your clients feel connected to you? If you don't have a systematic way of connecting with them, the answer is probably “no”. And if that's the case, know that you are not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers lack a consistent way of connecting with clients. They have never seen creating a client connection system as a necessary task, let alone something to implement. As a result, some clients may not feel appreciated, which can lead to a decline in loyalty and trust. This episode shares practical strategies successful advisors and agents have used to connect with clients. These are not just theoretical concepts but actionable steps to incorporate into your practice, empowering you to strengthen your client relationships.

Do you ever feel like your life is out of balance? Do you find that you spend so much time on your business that the rest of your life, such as time and focus on family, friends, and even hobbies, seems to take a back seat?  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't take the time to balance out their business and personal lives. They have never viewed the topic of building work/life balance as something essential to achieving overall success. As a result, many eventually burn out. This episode shares practical strategies that successful advisors and agents have used to find work/life balance. These are not just theoretical concepts but actionable steps you can implement in your practice.

Are you consistently attracting ideal clients? Do you have a system to get in front of your target market or, even more importantly, someone who could be an “A-Client”? If not, know that you are not alone. Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a process for consistently attracting their ideal clients. Unfortunately, they have never learned a step-wise approach to being able to identify, much less attract, the type of clients that they have always wanted. Instead, they typically utilize a hit-or-miss approach to building and growing their client base. As a result, they have fewer ideal clients than they would like. This episode shares practical strategies successful advisors and agents have used to attract ideal clients. These are not just theoretical concepts but actionable steps you can implement in your practice.

I'm sure you've heard the old saying, “Time flies when you are having fun,” but have you ever thought about why it flies so quickly? Do you know what it takes to enjoy your business and what you do nearly every day? Do you know what energizes you about what you do professionally?   Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't understand what it takes to consistently experience fun while working in and on their business. You see, when you love what you do, it no longer feels like work. Rather, it feels more like a hobby. And, at the end of the day, you don't feel drained but energized. This episode shares practical strategies successful advisors and agents have used to identify what brings them joy in their business. These are not just theoretical concepts but actionable steps you can implement in your practice.

Breaking bad news is never easy, especially when it comes to money, the market, or not getting the coverage that your client wants. But one thing is certain: at some point in your career, you are going to have to break bad news to someone. The real question is, has anyone ever expressed to you the best way to do that? Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a specific strategy to share bad news. The topic of “how to break bad news” benefits from a stepwise approach for an advisor to make difficult situations less challenging to discuss. Rather than merely telling people what is going wrong, having a process of how to break the bad news is essential. The delivery of bad news is important as a client might feel shocked, defensive, and, in some cases, angry- and you don't want to add to their angst because of how they heard about it.   This episode shares practical strategies successful advisors and agents have used to create a better connection when discussing difficult subjects. These are not just theoretical concepts but actionable steps you can implement in your practice.

Are you confident in your business? Are you confident that your business is optimized and that you are running it in the most efficient and effective ways possible? If not, know that you are not alone. Many financial advisors, insurance agents, wholesalers, branch managers, and even agency managers lack confidence in some facet of their business. The reason is that they've never learned a step-by-step approach to increasing their confidence level. Rather, they focus on aspects of their business that are already working and neglect or avoid elements of their business that are not. Unfortunately, having this philosophy will eventually catch up to you. Why not learn how to boost your confidence and address these issues head-on? This episode shares practical strategies successful advisors and agents have used to build their business confidence. These are not just theoretical concepts but actionable steps you can implement in your practice.

Are you feeling burned out in your business? Does it seem like the more you do, the more still needs to be done and it feels like you can never catch up? Or maybe you are already burned out and have no idea how to bounce back. Does this sound like you? If so, know that you are not alone. Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a process for rebounding from burnout. The reason is that they've never learned a step-by-step approach to recovering from burnout when they experience it. Rather, they take a vacation and come back to the same chaos, repeating the cycle. At the end of the day, you are going to feel drained or you are going to feel energized. Of the two, which one would you prefer? If you answered "feel energized," then you know that having a process to achieve that would be a game changer! This episode shares practical strategies that successful advisors and agents have used to bounce back from burnout. These are not just theoretical concepts but actionable steps you can implement in your practice.

Have you ever wondered how successful advisors, agents, and wholesalers consistently achieve success? Is it luck or is there a strategic process behind it? If you guessed it's all about having a strategy, you're absolutely right! Here's the real question: Do you have a strategy for success? And are you learning from others to avoid reinventing the wheel?  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers overlook one of the most valuable resources for taking their business to the next level: building a podcast library. Podcasts offer a treasure trove of insights, advice, and real-life success stories that can help you navigate the complexities of your business. You can learn from my twenty years of coaching advisors, agents, and wholesalers by tuning into The Advisor Solutions Podcast. You can also learn from your peers by hearing stories about those who have faced many of the same challenges you have but have learned the solutions to overcome them; this not only saves you time but also provides you with proven strategies to take your business to the next level! This episode shares practical strategies that successful advisors and agents have used to build their podcast library. These are not just theoretical concepts but actionable steps you can implement in your practice

Do you have a “success” library? Do you have a collection of books, audios, podcasts, or other media that you can reference to help you create more success in your business and your life?  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't consistently feed their minds with the information they need to reach the level of success that they want! They have never viewed having a “success” library as a process of learning from others, so they find solutions to the challenges they have in their business and life. It's important to feed your mind. Just like your body needs the right food to stay healthy, your mind needs the right type of information to be healthy as well. If you feed your mind with negative things, such as only watching the news, you most likely will have a negative attitude about life, and that can spill over into your business as well. This episode shares practical strategies that successful advisors and agents have learned from others to reach the next level in their business. These are not just theoretical concepts but actionable steps you can implement in your practice.

Have you ever heard the saying, “If you want something done right, do it yourself.”?  Well, that might be true for some things in your business, but if you find yourself stressed out much of the time, it's most likely because you are doing too many things yourself and that's a recipe for burnout!  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't master the art of delegation! They don't take the time to look at it as a way to decrease stress and increase enjoyment in their business. As a result, they don't have a process for what to delegate and how much they are willing to delegate so they can get their time back. Remember, the key to advancing in your business is not always doing more but doing the right things. By understanding what to delegate and how to delegate, you can scale your business without overburdening yourself. The secret to success is not working longer hours but working smarter and focusing on the tasks you love!   This episode shares practical strategies that successful advisors and agents have used to create various levels of delegation depending on the task and the team members' competencies. These are not just theoretical concepts but actionable steps you can implement in your practice.  

Have you ever heard the saying, “I do my work at the same time each day, unfortunately, it's always at the last minute.” When it comes to prospecting, do you find this is your motto? There will always be a reason to procrastinate when it comes to prospecting until you eventually feel like you don't have any more time to put it off. Can you relate to this? If so, know that you are not alone!   Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't understand what it takes to continue taking action regarding prospecting! They don't know because they have never viewed the topic of “prospecting procrastination” as a learned behavior or a series of myths they buy into to avoid prospecting, which they think will be painful.  Your mind will tell you whatever it needs to avoid a painful situation. The problem is that if you avoid prospecting long enough, you will soon find that you don't have a sales pipeline, and that's even more painful in the long run. Also, prospecting only seems painful because you are buying into all of those myths or things you tell yourself that are not valid! This episode shares practical strategies that successful advisors and agents have used to break through prospecting procrastination myths to be more motivated to prospect. These are not just theoretical concepts but actionable steps you can implement in your practice.  

Do you have a positive attitude about prospecting? Are you excited about bringing the next prospect into your pipeline, or do you dread the entire process? If you relate to the latter, know you are not alone! Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't understand what it takes to be successful at prospecting, a positive attitude. Creating a positive prospecting attitude allows you to be fully engaged and enjoy prospecting to the point where you can't wait to add another prospect through the pipeline. You see, everything begins between your ears. I can teach you all the tools, techniques, strategies, and solutions to put people into and move through the pipeline, but if you don't have any desire to prospect, you simply won't. And that desire comes from having a positive attitude about prospecting. This episode shares practical strategies that successful advisors and agents have used to create a positive prospecting attitude and build mental strength. These are not just theoretical concepts but actionable steps you can implement in your practice.

Do you ever have a client that you really like? You click with them, and it feels like you've been an old friend for years. And, you'd like to have more clients just like them. So, you muster up the courage and say, “I love to work with people like you. Who do you know that I could introduce myself to?” The client instantly looks shocked and replies, “I can't think of anyone, but if I do, I will let you know.” The problem is, they never let you know. Can you relate to this? If so, know that you are not alone! Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a systematic way of attracting referrals! They don't take the time to understand each of the possible challenges that can clog the attracting referrals section of the pipeline, nor the solutions to tackle those obstacles. As a result, they go into the referral conversation with an advisor's perspective rather than a client's view.  This episode shares practical strategies that successful advisors and agents have used to unclog the pipeline when requesting referrals. These are not just theoretical concepts, but actionable steps you can implement in your practice.

Do you ever have a closing appointment with a prospect and are so excited to explain your recommendations that you can't wait to begin telling them what they are? You start with some small talk but quickly turn the conversation towards what you want them to do. And, the next thing you know, you've explained all of the features and benefits, so you ask for the order only to find that they need to “think about it” or “talk to their spouse.”  Then, they leave your office, and when you follow up with a phone call, unfortunately, they either say they are still “thinking about it” or they don't even pick up the phone, much less call you back! Can you relate to this? Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a systematic way of closing an appointment! They don't take the time to understand each of the possible challenges that can clog the closing appointment section of the pipeline or the solutions to tackle those obstacles. As a result, they go into the closing appointment, telling (or selling) to the prospect instead of helping them want to buy. This episode shares practical strategies that successful advisors and agents have used to unclog the pipeline with a Closing Appointment. These are not just theoretical concepts but actionable steps you can implement in your practice.

Do you ever have a first appointment with a new prospect only to realize later that it was also a last appointment? The prospect didn't want to meet again to hear your recommendations. Instead, they said they needed to speak to their spouse first or check their calendar. In reality, they didn't see the value in meeting again, and when you followed up, they never returned your calls. Can you relate to this? If so, know that you are not alone! Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a systematic way of connecting with a prospect during the first appointment! They don't take the time to understand each of the possible challenges that can clog the first appointment section of the pipeline, nor the solutions to tackle those obstacles. As a result, they go into the first appointment telling prospects about themselves rather than taking time to ask about the prospect. This episode shares practical strategies that successful advisors and agents have used to unclog the pipeline with the First Appointment. These are not just theoretical concepts but actionable steps you can implement in your practice.

Do you ever wonder why some people seem to grow their business year after year while others might be stuck on a production plateau? It could be as simple as them knowing one thing you don't know: how to unclog the pipeline.  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a systematic way to unclog their sales pipeline. They don't take the time to understand each of the possible challenges that can clog the pipeline or the solutions that exist. As a result, they slow down or stop prospecting altogether, hoping they get an occasional referral or have an occasional client add additional assets. This episode shares practical strategies that successful advisors and agents have used to unclog the pipeline in Stage #1: The Initial Contact. These are not just theoretical concepts but actionable steps you can implement in your practice.

Do you ever think about your business as a journey of experiences? From the day you started your business to today, you have been on a journey to build, grow, maintain, and run your business. Each part of the journey has been an experience—whether it's prospecting, client servicing, managing staff, managing upper management, or even managing yourself, you've created different experiences. The big question is, have you created the ultimate experience for prospects, clients, staff, management, and yourself? Or are you busy in your business and haven't given the journey, and the experience you and other people are having any thought? Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't take the time to enjoy the journey, much less create positive experiences for themselves or others! They don't understand the process of making their business, their lives, and the lives of everyone around them better. As a result, they keep doing the same things and having experiences that are not fulfilling. This episode shares how successful advisors and agents learn how to identify experiences to make your business more enjoyable!  

Do you want to get to the next level with your business, but you are unsure how? The answer might lie in finding your business's red flags. You probably have a number of red flags or clear warning signs of danger in your business that are holding you back from reaching the next level of success. But, if you don't know what they are, then you will never be able to overcome them. Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't take the time to unearth their business red flags! They don't have a way to identify what is holding them back much less a way to overcome it. As a result, they keep doing the same things and they just think that it's normal that they are supposed to have these challenges. This episode shares how successful advisors and agents learn strategies to identify and overcome red flags.

Do you want to work harder or work smarter in your business? I think we all want to work smarter! The bigger question is, do you know how to work smarter? Do you have proven strategies that have worked for successful advisors and agents that work for you?  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have specific strategies for working smarter in their businesses. They are so busy working “IN” their business that they don't take the time to work “ON” their business. As a result, they keep doing the same things that they have always done. In order to get to the next level, they feel like they have to just keep doing more of what they are doing. The problem with this type of mentality is that it just means working harder and not smarter! This episode shares how successful advisors and agents learn strategies to work smarter in their businesses.  

Do you like a good story? Most people do! But, do you feel that you can tell a good story? Do you have a framework for telling stories that can capture your prospect's or client's attention, pull them into the story, and help them understand what they need to do in order to be the hero of their own story?  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't understand how to create a great story much less compile an entire storybook that they can utilize. The reason is that they have never viewed the topics of stories and storytelling as a process for adding value and helping prospects/clients understand what the advisor knows which are the solutions to challenges that prospects/clients need in order to obtain their financial goals. The best way to do that is to have an architecture for telling stories to position the advisor as the guide and the prospect or client as the hero! This week's episode shares how successful advisors and agents use a specific story telling framework to connect with prospects and clients to build a business storybook.

Do you know your clients well? Sure, you know who they are and what they do. You might even know a lot about their lives and what relationships they care about the most. But do you know what their relationship is with money? Do you know their money mindset? And do you know how to help them have a healthy relationship with money? Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't understand how their clients view money. They don't know it because they have never really learned The Psychology of Money, a fascinating field that explores how our beliefs, emotions, and behaviors around money shape our financial decisions and wealth-building choices. Also, they don't know their clients' money mindset and personality type. The role of a financial advisor extends beyond just managing portfolios and providing investment advice. It also involves helping clients develop a healthy relationship with money. This relationship is crucial as it influences financial decisions, impacts financial health, and ultimately shapes the quality of life. But if you don't understand the various ways that people relate to money, how they form their mindsets and personalities, or how to help clients have a healthy relationship with money, then you are doing yourself and your clients a disservice.  This episode shares how successful advisors and agents understand how clients and prospects form a complex relationship with money.

Picture this, your best friend wants to bet on the football game that you are about to watch with him or her. Neither of you is a fan of either team so it doesn't matter to you who wins or loses. But you know one thing that your friend does not: one team is known for running elaborate plays while the other doesn't even have a playbook. Which team will you bet on? I think it's obvious, the one who is prepared!  This leads me to the question, do you have a pipeline playbook? Do you know exactly how many people are in your sales pipeline at any given time? Do you have a strategy (or a play) for systematically adding people to the pipeline and moving each person to the next step? Do you have a strategy (or play) for every type of tactical situation that could happen in each stage of the pipeline? Do you know what clogs are in the pipeline and how to unclog them?  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a pipeline playbook! This is because they have never viewed “Building a Pipeline Playbook” as a stepwise process for knowing what to do in every possible situation and how to have a strategy to put people into and through the pipeline. This episode shares how successful advisors and agents can utilize a stepwise approach to understanding, creating, and maintaining a sales pipeline by having a pipeline playbook.

Are you on a production plateau? Most people are or will be at some point in their careers. In fact, your business can go only three ways: up, down, or on a production plateau. And two out of three aren't good! The big question is, do you know how to get beyond a production plateau?   Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a step-by-step method for getting to the next level with their businesses. The reason is that they have never really viewed getting beyond a production plateau as a stepwise process that you can do over and over again. In addition, have you ever heard the saying, “What got you here, won't get you there”? Unfortunately, that is true when it comes to kickstarting your business, and here is what I mean: To get to the next level, most likely, you need to do some things you've never done before. In other words, prospecting the way you did when you were a rookie is not the best strategy if you are now a veteran. This episode shares how successful advisors and agents learn a stepwise approach to getting to the next level with their business.

Do you know your value? Sure, you might say that your value is your expertise or your product knowledge and how your products and services can help prospects and clients. But isn't that what everyone would say about their value?  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't understand their real value or how to express it to others! The reason is that they have never really viewed the topic of their value as something that they need to understand fully. The importance of knowing your value and articulating it to clients and prospects is to convey confidence in using your services over using someone else!  Have you ever heard the saying, “Price is what you pay, value is what you get!”? Do you know who said that? It was Warren Buffet! Ad, what he was talking about was buying stock. What I'm talking about is helping you become known as a valued advisor. This episode shares how successful advisors and agents should know their value, show it, and communicate it!

How do you measure success in your business? Do you measure it only by one set of measurements, accomplishing goals? For example, the goal is to gather twenty-four million in new assets in a year. If you achieve it, you succeed, but if you don't, you fail. It seems pretty straightforward.  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers measure success in only one way- accomplishing the goal! And, as strange as this might sound, it's actually the wrong way! The reason is that it's not only the destination that should be reached to succeed but the many milestones along the way that must be celebrated to also enjoy the journey! If you don't accomplish milestones along the way and don't view the milestones as “mini-wins,” then you won't put much value on those milestones. If you don't place value on those milestones, then you probably don't care about them because you aren't evaluating and measuring each step along the way to see if they are fruitful. If you don't set and reward yourself for milestones set and reached, the by-product at the end of the year is most likely far less success.  You have to put in the work, evaluate as you go, and tweak the process until you reach your goal(s). This episode shares with you how successful advisors and agents map out, measure, and master milestones!

Have you ever wondered what your peers and colleagues struggle with the most? Often, advisors and agents are so busy growing, running, and maintaining their businesses that they don't take the time to see what others are doing and learn from them. Interestingly, all advisors and agents have challenges and need solutions. In last week's episode, I mentioned that was my one-hundredth edition of the Advisor Solutions Podcast! Whew…it means one hundred weeks of writing, recording, editing, and posting these podcasts. Hitting this BIG number has caused me to pause and reflect on my listeners who have subscribed to this podcast over the past two years. I hope these podcasts have helped you as much as other advisors and agents I have heard from. And, what better topic to talk about today than “The Best of the Best,” episodes that I have recorded so that you can learn about what your peers in 24 different countries have listened to the most! This is the second in a two-part series where I share some excerpts from the ten most downloaded episodes with you. This episode teaches how successful advisors and agents have used The Advisor Solutions Podcast as a solutions library for their business!

What do you think of when you see the number #100? Some people might think of a birthday milestone. Others might think of an income goal related to the number.  For me, the number #100 relates to what you are reading about or listening to today, my one-hundredth episode of the Advisor Solutions Podcast. Whew…it means one hundred weeks of writing, recording, editing, and posting these podcasts. Hitting this BIG number has caused me to pause and reflect on my listeners who have subscribed to this podcast over the past two years. I hope that these podcasts have helped you as much as it has other advisors and agents that I have heard from. And, what better topic to talk about today than “The Best of the Best,” episodes that I have recorded so that you can learn about what your peers in 24 different countries have listened to the most! This is the first in a two-part series where I'll share with you the ten most downloaded episodes. This episode teaches how successful advisors and agents have used The Advisor Solutions Podcast as a solutions library for their business!

I'm sure you've heard the old saying, “You never get a second chance to make a first impression.” However, have you considered when that first impression is? Maybe it's before you ever meet that person. Some people might hear about you or read about you before you speak with them. And, if that's the case, do you know if you have a good reputation or brand?  Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't understand the value of their brand. They have never really viewed building a business brand as something that speaks volumes about their business when they are not around. Your brand is not just about having a catchy logo or a clever slogan. It's a journey that involves creating a unique identity, adding meaning to your brand, creating the right emotions, and nurturing lasting relationships so your target market knows what you can do for them. This episode teaches how successful advisors and agents go beyond their logo to brand-building!

Do your clients always seem to be on an emotional roller coaster ride? When the market is up, they are happy and sometimes greedy, but when the market is down, they are concerned, fearful, and maybe anxious. As financial advisors, understanding and managing these emotions are critical for maintaining long-term client relationships.  Most financial advisors ride the ups and downs of the emotional roller coaster along with their clients. The reason is that they have never realized that there is an art to managing clients when their emotions are tethered to the market. You see, money can be a very emotional subject for a lot of people. And, when the market is volatile, emotions such as fear, panic, greed, euphoria, anxiety, uncertainty, and loss aversion can become everyday occurrences that financial advisors face. It's not just financial advisors and their clients that have to face this type of emotional turbulence. In fact, when insurance agents are faced with increasing premiums, their clients get very emotional as well. And, when wholesalers call on advisors and agents, they feel the effects of what the advisors and agents are going through.  This episode teaches how successful advisors and agents can manage emotional client behaviors!  

Are you on an emotional roller coaster? Do you find it challenging to regulate your emotions when faced with a volatile market, client concerns, compliance, or any other kind of adversity? If this sounds like you, know that you are not alone! Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers are on an emotional roller coaster ride, depending on what is happening at any given moment, because they haven't learned a step-by-step process for building emotional resilience in their business. Most individuals don't understand that resilience isn't just about surviving—it's about thriving in an ever-changing financial landscape. When your livelihood depends on you being a pillar of stability for others in the midst of chaos, learning strategies to emotionally bounce back is a must. Many people don't realize how important it is or don't have the tools or techniques to become more resilient. This episode teaches how successful advisors and agents use The 7 Steps to Building Business Resilience to succeed!

Do you let your failures get the best of you? Do you view losses such as not closing a prospect, losing a client, or making poor client recommendations as business setbacks? If this sounds like you, know that you are not alone! Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers let business failures get the best of them. They have never realized how they view their losses can lead to even greater wins. In other words, winning is exciting, but it's the losses that can shape us more profoundly because they can lead to personal growth, resilience, and future victories that are much more impactful than present situations. I've always felt that a loss is never a loss if you learn from it. If you live by this perspective, learning from the lessons of failure can lead to better results over the long term. In this episode, learn how successful advisors and agents change their perspective on failing so that you can learn from them and implement strategies to succeed! 

Are you stressed out most days? Running a business in the financial services industry can be very stressful. There are plenty of things that you can't control, such as the stock market, clients, and the economy. As a result, at times, you might be full of anxiety and stress. If this sounds like you, know that you are not alone! Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers spend their days at the office unaware that they are in a constant state of low-level stress. They don't know it because they are so used to living this way it has become the norm. And, they've never learned a stress management system, much less mastered it, in order to live less stressed. You don't have to live this way! You have a lot more control than you might think. In fact, realizing that you are in control of your life is the foundation of stress management. Stress management is about taking control of your thoughts, emotions, time, activities, and energy, as well as how you react to challenging situations when they arise. In this episode, learn what successful advisors do to master stress management! 

Do you know how to create an instant connection with prospects? If not, know that you are not alone! Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't know strategies for creating instant connections. They have never learned the techniques and exercises to increase their interpersonal soft skills. If all you focus on is the information you provide prospects and not the connection you can create with them, they most likely will not work with you because they don't feel connected. I'm sure you have heard the saying, “People tend to work with people they like. And, people tend to like people that are like them.” So, how do you help people understand that you are like them? It's in knowing how to connect instantly and having real-world exercises to do just that. In this episode, learn what successful advisors do to increase their interpersonal soft skills!

Do you know how to make effortless connections? What I mean is, can you connect with anyone, anywhere, and at any time? If not, know that you are not alone! Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't understand how to make effortless connections. The reason is that they have never really viewed building your business soft skills as something that could take their business to the next level. You see, to do well in the financial services industry, you need two kinds of skills: hard skills and soft skills. Hard skills are the technical skills you use in your business, like creating a financial plan or doing an insurance quote. They are easy to measure because you know how to do it or you don't. Soft skills are people skills that are about making connections with others.  They are harder to gauge because measuring things such as communication, collaboration, and conflict resolution is difficult.   Without mastering the soft skills of connecting with others, you won't utilize your hard skills, like creating a financial plan, because prospects won't be interested in working with you. Having excellent soft skills makes a prospect want to become your client. In this episode, learn what successful advisors do to build effortless connections!

I'm sure you've heard the old saying, “Time flies when you are having fun,” but have you ever thought about why it flies so quickly? What would it take for you to find fun doing what you do in your business? Do you know how to be “in the zone”? Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't understand what it takes to find their business flow! The reason is that they have never viewed the topic of “being in a flow state” as something that they can step into at any given moment to fully engage and enjoy an activity, conversation, or engagement. In this episode, learn what successful advisors and agents do to find their business “flow.”

Have you ever wondered if great leaders are born or made? I believe anyone can be a great leader if they understand themselves, understand what motivates others to want to follow them, and apply what they learn. Do you understand yourself? In other words, do you know your leadership style and how you lead others? Most likely, you don't. If so, know that you are not alone! Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't understand their leadership style! The reason is they have never really viewed the topic of leadership styles as something that can be motivating or even demotivating to those they are leading. Instead, most people don't give the topic much thought.

Do you consider yourself an effective leader? Whether you're responsible for leading your clients, an assistant, a staff member, an entire team, a branch, or region, having the skill sets to be an effective leader is important because it not only makes you more productive but it also has a positive effect on others. Most financial advisors, insurance agents, wholesalers, branch managers and even agency managers don't understand the importance of being an effective leader! The reason is that they have never viewed the topic of leadership and how to become an effective leader as a set of skill sets that you can sharpen at any time.   In this episode, learn what successful advisors and agents do to bring their skill sets around effective leadership into stronger focus.

Do you control your day or does your day control you? One way to answer that question is to think about your average day at the office.  Did it go something like this?  You arrive, grab a cup of coffee, read emails, listen to voicemails, call clients back, get ready for a meeting, get interrupted, put out that fire, go back to what you were doing, and then get sidetracked by the next interruption! Does this sound like your average day? If so, know that you are not alone! Most financial advisors, insurance agents, wholesalers, branch managers, and even agency managers don't have a way to design their ultimate business day. The reason is that they have never had a process for creating, implementing, and achieving their ultimate business day.  You need to start with the end goal in mind: how not just to be busy, but productive.  In this episode, learn what successful advisors and agents do to be in control of their day, achieve better results, and avoid business burnout!