In the last three articles in this series, we have discussed teaching, coaching and delegating as imperatives that the good sales leader should master. For maximum effectiveness, each of these tactical activities must be accomplished while constantly motivating those whom he/she is leading. Leadership is not for the faint of heart. If we have not…

Motivation is either scientific art or artful science…take your pick.  Come back on Monday and we’ll discuss some proven ways to apply both art and science in this process.  But first, list three specific steps you believe are essential to being a motivating sales leader. image credit  

Delegate?  Isn’t it the responsibility of management to manage?  Isn’t delegation synonymous with abdication of responsibility? It sure seems that delegation defies all logic when it comes to effective leadership.  However, when properly planned and implemented, delegation will not only leverage a manager’s time, it will also enhance the skills of some producers in a…

Delegation seems to be the opposite of what a good leader would do to elevate production and skill development.  If asked to disprove the commonly-held belief that good sales leaders don’t delegate, what 3 reasons would you use in your proof presentation?  Also, what 3 activities would you delegate to others if you were a…

Until the end of the year, certain taxpayers aged 70½ or older may transfer up to $100,000 from their IRA account to an eligible charitable organization.   Such distributions may be counted toward their required minimum distributions, but are not reported as taxable income to the owner of the IRA.  Employer-sponsored plans, such as SIMPLE IRAS…

In the previous articles, we have defined some specific strategies and tactics that we have used, taught, and proven to work in many venues and many segments of financial service sales.  Through these many and varied applications, it has been increasingly clear that systems, processes, and measurements alone will not, by themselves, work to significantly…

Over the last 2 months, we have established both a strategic plan for effective sales leadership and many specific tactical ways to implement this leadership. As we look forward to ways to achieve the greatest results from these activities, list the ways in which you visibly demonstrate sales leadership and actively model good sales application…

Financial planners should take note that the IRS recently announced inflation adjustments for 2012. In addition to increasing personal exemptions, standard deductions, and widening the tax brackets for income taxes, this will also raise the estate tax applicable exclusion amount to $5,120,000 (up from $5,000,000). The annual exclusion for gifts, however, will remain unchanged at…

The University of Georgia, one of our excellent CFP® Certification Education Program partners, was recently profiled in an article by Financial Planning magazine!  The article is about the top 10 CFP® Education programs in the country and we’re honored to be listed with the other UGA programs.  This demonstrates that the hard work put in…