March 11, 2014
Retirement income planning: Learning the hard way
Most observers agree that retirement income planning has arrived. But here’s the question facing advisors: Should you respond tactically or strategically to this opportunity?
February 13, 2014
Defusing conflict: Should you bring a feather to a fight?
Human instinct is to "fight fire with fire." But this only produces angry gridlock and kicks the problem “upstairs,” where it can only get worse. There’s a better way.
January 20, 2014
Double your speed to trust, Pt. 2
Are you a fiduciary in name only, or are you truly operating as one?
December 16, 2013
Double your speed to trust, Pt. 1
Building trust is a crucial part of selling. It’s all about helping prospects answer two questions.
November 22, 2013
Independent advisor vs. captive agent: The unlocked truth, Pt. 2
Just as Icarus believed flight had no limits, many captive agents view independence as a soaring opportunity. But they quickly find that the dream has flaws. However, for the right person, the benefits of independence can be as thrilling as Icarus's early moments in the air.