"I sent you a client, then never heard from you.  What the heck?!" 

It’s happened more than a few times.  I’m working with a new strategic partner; we’ve discussed our business models, concerns, expectations, and are excited to introduce clients and do more together.  The opportunity arises, ...

It was a typical zoom call, Hank and I were on with a group of loan officers and leaders asking us questions.  They wanted ideas around engaging financial professionals on the topic of lending strategies in retirement planning.  These are great calls for us; they get to ask anything, we get to share...

In the chill of October, many loan officers fear,
Reaching out to Advisors, whose objections they’ll hear.
Should they reach out by email, LinkedIn or by phone,
The fear of rejection, being tricked, and bad tones.

The advisor is mysterious, a shadow unknown,
Will they be open to learning, or hard as a ...

The conversation was both terrifying and enlightening.  I was several months into working with a large reverse mortgage company, trying to help them break into the financial advisor market.  I had done the math on the impact reverse mortgages have on retirement planning and was thoroughly convinced ...

This may come as a shock to some, but in the world of reverse mortgages (or any financial advisory role), no one should just be slinging loans.  As it turns out, you’re dealing with people—real people, complex people, people facing challenges, people with families they want to protect, and people wh...

Trying to start a conversation with a financial professional?  Whether it's a LinkedIn connection, a cold email, or some other form of outreach, how will you initiate that conversation?  Is there a magic script that works?  What will get them to meet with you?  

After getting this exact question fo...

What makes people say yes?  Is it the math you are presenting or their emotional connection to you and the outcome of the decision they are making?  In many cases, we tend to focus far too much on numbers and data, and it's easy to overlook the profound impact of storytelling. Yet, behind every succ...