Tag Archives: Michael Kaselnak

Sometimes it’s hard to get a client to really understand our point… that’s why the table below is so powerful.  If you specialize in either income planning or annuity sales this table helps people understand the importance of working with … Continue reading →

Summer is an excellent time to do a combination Client Thank You and Referral Event.  Two of my favorites through the years have been the Bar-B-Q or the Luau!  They are really inexpensive to do even for large groups and … Continue reading →

Have you ever showed a client how to save thousands in taxes… lower the fees that they pay by thousands of dollars… increase their return by thousands of dollars… and yet they still won’t move to you? It’s crazy right?  … Continue reading →

Here are 6 psychological research studies that are bound to put more money in your pocket… even though they may be counter-intuitive and most of us have been doing them backwards! Gregory Ciotti of SparringMind put together the research synopsis … Continue reading →

A study of 2,000 recent retirees featured on Journal of Financial Planning’s website reveals a few tidbits you can use to close a lot more business in a hurry… if you pay attention.  And pay attention you should with over … Continue reading →

What’s the best prospect?  A referral.  Then why after hundreds books and thousands of articles that have been written on referrals, are we still not able to get more referrals than we do?  Simple, because we don’t give our clients … Continue reading →

New studies have shown that in our business, relationships really matter… especially to the affluent. While everyone in our business is trying to build relationships through social media like Facebook and LinkedIn, I decided to try some old-fashioned relationship building. … Continue reading →