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Posts By: Stan Craig
8 Things Baby Boomers Are Looking For In An Advisor
Every 7 1/2 seconds another American turns 65. This current generation of baby boomers has more wealth, will transfer more assets and is more thoughtful about financial matters than any other generation before or coming behind. Baby boomers, those born between 1946 and 1964, are the largest demographic group in American history. They’re coming your… Read more »
Redefining Service
There is a mistaken opinion that is as old as the model T but is still followed as if it were the latest idea. The thought is this – service follows a sale. This is a bad idea but too many are still acting as if it were true. Years ago Regis McKenna wrote, “Service… Read more »
Scripting Is Your Team’s Best Friend
There are a lot of reasons to use scripts as a guide to conversation rather that using the old FA standby–winging it. One of the very best reasons to script is to keep consistency in your client contacts and Concierge Service. Be sure that everyone on the team understands and uses the language that puts… Read more »
Why Coaching Works And Why It Doesn’t
By not providing coaching to people after providing them with behaviorally based skill training, we set them up for failure. Thomas Crane, in The Heart of Coaching The basis of Supernova is live coaching. All of us have seen great speakers who have been effective presenters. But the danger in presentations alone is that there… Read more »
The Difference Between Coaching and Criticism
There are those who are afraid of coaching. They know they need guidance but criticism in the past was not always helpful. There is a major difference in coaching and criticism. Coaching is about encouraging better behavior, practices and skills. Criticism is about finding fault and correcting specific actions, behavior or practices. Coaching at its… Read more »