In the world of athletics, it’s common knowledge that what sets champion athletes apart from good athletes is not based on their skill, technique or strength. The difference is that champions are more mentally tough. They have the ability to push past exhaustion, opposition and even injury to reach success. Perhaps you recall Mary […]
As you know, your career in financial services involves a large amount of selling, whether it’s selling yourself and your services to a prospective client, selling an investment idea to a client, or selling your core financial planning values to your current clients. A large percentage of advisors with whom I consult tell me […]
Matt is a sales manager in a large insurance company. Besides making sure that his salespeople can answer questions about their products, Matt trains them to communicate with potential clients, how to get them to realize how his company’s products will be great investments, and how to close a deal. But Matt is befuddled […]
Add the Sales TRIUMPHS Model to Your Selling Skills Repertoire
By Jack Singer, Ph.D.
Susan has been doing well in her insurance sales career for many years. She understands how to prospect, how to follow up on leads and referrals and how to offer excellent customer service. Yet, she’s amazed at how much more successful her […]
How to Conquer the Real Threat to Your Success as an Advisor
By Jack Singer, Ph.D.
I don’t know Joe Flacco personally. But I know a thing or two about what it takes to become a champion, as he did by leading the Baltimore Ravens to victory in the 2013 Super Bowl.
With my 33 years of […]
By Dr. Jack Singer
Licensed Clinical Psychologist
Financial Advisor Trainer and Coach
A Psychological Perspective of PTSD Among Financial Advisors
When we think about post traumatic stress disorder (PTSD), we typically envision tornadoes, hurricanes, combat, and other life-threatening events. But PTSD is not limited to life-threatening events. For example, events threatening financial security and even career-threatening events can […]
Coach Your Sales Team Like a Pro Sports Coach – Part 5
In sales training, the closer the training simulates the exact situation in which the sales professional finds himself, the less mental and emotional distractions will hamper the ultimate sales approach.