I know the problem with my golf game. The guy holding the club. My instincts want to hit the ball too hard because my ridiculous golf brain believes ‘bigger is better’. On the odd occasion when my instincts produce a great shot, it’s usually a fluke....
Heard of Learned Helplessness? It is a condition first researched in the 1960s by a team of psychologists that included Professor Martin Seligman. A group of dogs were given mild electric shocks. Some dogs could press a button to stop the shocks, while a second group...
I used to coach a guy I call Adviser Tony. Nice guy, experienced, founder of a successful advisory firm and well-respected in the advice industry. Tony once told me that when his clients ever squabbled about how they wanted to spend their retirement monies, he...
Seen the Red Bull ‘gives you wings’ ads? Whether you like the drink or not, Red Bull’s advertising clearly aims to inspire people to achieve more in their lives. A similar message for financial advice. ACHIEVE MORE Valuable advice provides clients...
Know any life and personal insurance agents? My first training workshop was full of them. That was November 1989 at Greenmount Resort, Coolangatta. My “Agent as a Business Person” workshop aimed to assist attendees with the opportunities created by the...
What kryptonite was to Superman, disrespect is to advice relationships. A few months ago one of my clients engaged a significant advice client. Prior to engaging, I worked with them to assist in the engagement and pricing. The prospect represented the type of advice...
