I spend a lot of time with successful advisors. Not so coincidentally, I am a diligent and copious note taker. At the end of every month, I sort out and save the good stuff. I thought it might be fun to tell you some of the things I've heard in the last 30 days. These comments were all made in conversation, they are all snippets and they all resonate.

We are not in the financial planning business. Financial plans are simply our inventory, our product. We're in the business of getting people retired.  We're in the "peace of mind" business.  

The more successful a product or process becomes, the greater the sales skills diminish of the people offering that product or process.

I tell my clients they can look back, but they can't stare.  

Make sure you stop talking before they stop listening.

Make sure your clients focus on the outcome rather than the experience.

People think you're so smart when they do all the talking.

Relationship problems with clients don't announce themselves in advance. They sneak up on little cat feet.  

Buy three different kinds of apples, a Fuji, a Gala and a McIntosh. They are all different. Put them in a basket. What happens to the other two when one rots?

Mr. and Mrs. Client, the biggest risk is the insidious creep of inflation. I bought a brand new Ford Mustang in 1987 for $9,000. To not invest your money is to safely go broke.  

I didn't ask my wife to marry me on the first date. We dated for a while and eventually we only dated each other. Down the road we got engaged.  Down the road even further we got married. I treat prospects the same way. I want to go steady before I ask for a commitment.

The client is taking a lot more risk than we are.

I don't call them Assets Under Management. I call them Assets Under Care.  

I ask CPAs and attorneys if they accept referrals. I then ask them if they reciprocate.

There are firms out there who would be a better fit for you. It makes it very difficult for me when you don't follow our advice.

You must learn the requisite selling skills. If you don't have an appointment, you don't need a product or product knowledge.  

Don't give a seminar in a retirement community until you've earned the right to speak. They have to know you. "We've seen you, we know you, we like you." 

Mr. and Mrs. Client, When's the last time you did something for the first time and did it picture perfect? Well, you're about to retire for the first time. Don't blow it.

What's your strategy for doubling your income in retirement? Do you have it in writing? Your biggest risk is longevity.  

People should transfer their entire accounts to you without hearing one investment suggestion.

The essence of this business is what you say, how you listen and how many families you will touch this year.

My advocates want their friends to retire comfortably. My top advocate's goal is to eventually give me one hundred referrals. I have 16 advocates. I talk to each one at least once per month. These are not financial phone calls. I e-mail each one once per week. I get 100 referrals per year.