Author Archives: Mike Kaselnak

Sometimes getting rich is just being at the right place at the right time (hint: and now is one of those times!). This 10-minute video shows you how an advisor went from struggling to making almost a million a year … Continue reading →

If you want your clients to take your advice, make sure they understand the risk they are taking by ignoring your advice.  And I mean all the risk.  Here’s a handy little table that has worked for me in the … Continue reading →

Inertia is a huge problem for us as advisors.  We show people wonderful solutions to their problems and it seems like they just can’t pull the trigger to take action.  They agree that our solutions are great.  They agree that … Continue reading →

Nobody, and yet way too many advisors do just that.  You know what’s worse than not getting a Holiday card?  Getting a card with a pre-printed message and a signature! NEVER… NEVER… NEVER send out a pre-printed card with just … Continue reading →

Has anybody ever asked you, “How’s business?” How did you reply?  Did you get a sale?  Here’s what to do next time this happens to get a new client on the spot. Did you say, “Things are great!  How about … Continue reading →

I know an advisor that has sold a boatload of life insurance over the past 5 years without even bringing up life insurance… people just ask him about it. Simply put together a table (See below) with your favorite UL … Continue reading →

What are you doing to capitalize on the Tax Increase Prevention and Reconciliation Act of 2005 (TIPRA)?  You might think that a tax payer in the 15% tax bracket paying 0% is old hat… but many tax payers have forgotten … Continue reading →

We would all love it if we could get all of our clients through referrals.  They are so much easier to make into a client, aren’t they? Unfortunately, it’s extremely difficult to create a highly successful practice based solely on … Continue reading →

We’re coming into summer and many advisors slow down and enjoy life a bit more.  But there’s no reason you can’t mix a little business with pleasure.  Summer is an excellent time to do a client appreciation-referral event.  Every summer … Continue reading →

Have you ever used the term “Guaranteed lifetime Income”?  If you have…you are shooting yourself in the foot, according to a study done by the Financial Security Project at Boston College.  The study found that people described it as “iffy” … Continue reading →