Author: Paul Kingsman

Be Relentless

Do you stay focused until the end of your day or just accept that after 4pm, it’s a physical and emotional downhill to plod through until you decide to go home?

Get a Life!

No matter how passionate you are about your business and how much you love what you do, are you developing relationships and interests that have nothing to do with your work and finding new clients? Studies show people who take regular breaks from work and thinking about work are much more productive than people who keep plowing through or have no other interests...

Past Performance is Not an Indicator of Future Results

Clearly, talent alone and past success do not guarantee future success. Likewise, past disappointments and failures are not a permanent barrier to future success. What we do, day in and day out, is what influences future results...

Plan the Final Moment

You can't control your prospect's decision to work with you or not, but you can (and should) plan and control the final impression you make with your closing words...

Don’t Chance It

Are you properly prepared for your next prospect meeting? When pressed, too many advisors will admit they simply "wing it." If you don't have a consistent meeting presentation process down cold, you are leaving too much to chance...

It’s OK To Fire A Client

Far from being mean, callous and even seeming arrogant, saying "no" to continuing working with a tough client can be the kindest thing to do for both them and yourself...

Use the Same Words; Just Make Sure You Redefine Them for People

What do you think when you hear the word “Integrity?” How about “Ethical?” Although these words have been trashed by some within our industry, don’t shy away from using them. …

Lessons From the Easter Bunny

AdvisorBlast – Quick Tips to Accelerate Your Practice In this issue: Searching for Easter eggs is a lot like searching for clients. This past weekend I was intrigued as I …

The Final Picture

Often people get concerned when clarifying their goals and objectives, asking themselves, “What if it doesn’t turn out exactly how I’d seen it in my mind?” Like the cartoon, the …

It’s Not Rude – It’s Necessary!

This week I had the opportunity to speak to a couple of groups of people from Coldwell Banker. After the talk, several of us got into a discussion regarding why …