Presenting Your Way to the Top

May 22, 2017

By John Graham It’s easy to understand why so many otherwise capable people are anxiety-ridden and almost paralyzed if they’re asked to make a presentation. They often reveal how they feel by starting out with words like “I only wish I had more time to prepare” or “I’m not really good at public speaking.” Unfortunately, what follows proves it. It isn’t surprising that with successful presenters, the story is different. We view them as possessing leadership capabilities, committed and ...

Why People Refer

May 22, 2017

By Duncan MacPherson Why do people refer a professional to their friends, family, or people in their inner circle? Usually, when I am discussing this topic with financial advisors, the answer I invariably get is: They want to help that person. This is probably true, but our belief is that the motivation is more “selfish” than that. They want to help their friends or family members but ultimately they want to hear back from them and they want to be validated about the recommendations t...

Former YAT Leader Selected for Guardian’s Next Up Program

April 11, 2017

By Ayo Mseka Former NAIFA-National YAT Leader Nickelle Leist has been chosen by The Guardian Life Insurance Company of America ® (Guardian) to be the first participant in the company’s Next Up Program, which is designed to develop and train future leaders for Guardian and the financial-services industry.   “I am honored and pleased to be selected for the Next Up Program,” added Leist, who joined Guardian in January of this year and holds the title of Field Vice President. “The progr...

The Key to Success

April 11, 2017

By Ayo Mseka According to nearly 80 percent of the female financial advisors who attended the 2016 Edward Jones Women's Conference, confidence is among the biggest factors impacting leadership, success and fulfilment in a career.  Half of those surveyed also said that confidence is the single most important tool in career advancement. The women surveyed are among the 170 most successful Edward Jones female advisors invited to a conference that featured an address and Q&A session with ...

Selling with a Story

March 16, 2017

By Ayo Mseka Most of us know the power of a story to persuade a prospect to sign on the dotted line.  We know that the people who can tell a good sales story usually sell more than those who cannot. But it takes take practice to tell the kind of story that draws people in, and makes them care about what you are saying about your product or service. In his book, Sell with a Story , Paul Smith, speaker, coach and trainer, explains how to excel at, and leverage storytelling, to gain rap...