Traveling Like a Local
On Sunday, I arrived in Germany with my family. This is my fourth trip to Germany, including a 3-month internship in 1991 (while I was...
Fitting the Right Pieces Together
I just got off the phone with a prospect. This was the second time we had talked, and I knew from the start that she was unlikely to...
Putting a Price on New Clients
Do you know how much a new client is worth to you? When meeting with prospective clients, one of the first questions I ask is “How much...
Why Being Different is an Advantage
If you have kids who will be heading to college soon and you are interviewing financial planners, which response would be more appealing...