The independent industry doesn't do a really good job of surveying it's field force regarding what they look for in an Independent Marketing Organization (IMO). Having been around the business for more than 20 years, and having talked with thousands of insurance agents regarding their wishes and wants, I thought I'd put together a listing of the top field requests I've heard over the past few years.

Do you consider yourself to be a serious professional? Are you serious about the way you conduct business with your prospects and clients? When, where, and how you conduct your business speaks volumes to your ideal prospects. 

You have decided that you're serious about your business, and your career in the financial services industry is not one you take lightly. You're going to stop making house calls and start meeting people in a professional office environment. You are choosing to control their experience and to make it memorable. Where do you start?

Your website is a very important tool in your marketing strategy. It is most likely the first place someone checks before they even do business with you, so it’s important that your website is designed well. It should explain how you and your business can help clients reach their financial goals. Here are five tips for designing or re-designing your financial services website.

The contrast between winners and losers is stark. Winners are celebrated. Losers are quickly forgotten, unless you're the lovable Chicago Cubs. To the winner go the spoils. Losers lick their wounds and hit the showers. Winners get paid. Losers, well sometimes they get paid too, just a lot less. Have you ever considered what really separates winners and losers?

I’m a boater, and if you're not a boater, stay with me as I'm going to tie in my passion for boating to my passion for helping financial advisors! During the summer weekends you’ll find me wearing nothing but board shorts, flip flops, and a Vitamin D induced sunshine-smile. From my time on the lake, I've discovered that piloting a power boat efficiently through the waves reflects the processes needed to drive your financial business forward. 

Many financial advisors I speak with approach prospect and client meetings without a formal written agenda. Gasp! I know, right. Not a good idea. Utilizing a written agenda relieves stress, worry, and anxiety for your prospects -- and you too!

What separates great achievers from those who just wish for success? Why does one star athlete excel, while tens of thousands of other sports enthusiasts watch in awe and disbelief?  Why do only a handful of business people reach levels of wealth and notoriety, when so many others struggle to survive? 

Why do successful empires fail? Why do successful businesses lose their edge? Why does it seem that making it to the top is followed by a fall from grace? Nothing leads to failure faster than success.

Many financial professionals are under the impression that in order to grow their business and be more successful they need to see more prospects. In fact, many have spent tens of thousands of dollars on various prospecting systems to grow their business with little to nothing to show for it. Often, the prospecting system is tremendously successful and prospects set appointments. However, they close few or none of the opportunities because they lack consistent processes.