The best way to avoid failure is to never try.  How many people in the profession of selling are hiding from the possibility of failure?

Let me give you a personal example of this. The first time I ever stood in front of an audience was in a second grade school play.  I’d been asked to play Prince Charming.  All my friends and relatives were there.  I was very excited to be the star of the play.  I was dressed in my purple pants, a purple cape, and I was ready to perform.

When my cue line came. I walked out on stage, and I froze.  I could not move. (more…)

Advantage #1 – Nearly everyone is a potential client. Unless you plan to specialize, such as working only with the affluent who have $10 million or more in net worth or some other niche, your pool of potential clients expands to nearly every adult on the planet. Think about it. Who doesn’t need knowledge and sound advice on keeping and growing their money? It doesn’t matter if their discretionary funds are only $50 or as much as $50,000 a month, everyone has a need for what you offer. Millions of people are seeking to earn, save, invest, and increase their fortunes. They need life insurance, debt consolidation services, long term care, annuities, 401K plans, full blown investment programs and other financial services. Most will have a continuing need for those services and so will their families as the children grow and are told “just call Bob/Sally. They’ve taken good care of us for a long time. They’ll treat you right.” Your legacy will grow with continual referrals from satisfied clients. (more…)

When it comes to building long-term relationships with clients, it’s very similar to building long-term friendships. In kindergarten, children are encouraged to make new friends by talking with others, inviting them to play, and being “nice” to them. They often hear these words: “To have a friend, you have to be a friend.”

In many business situations, clients often become more than clients. They become friends…not necessarily the kind you would invite to non-business gatherings, but people you truly care about and who care about you. (more…)