2013 February | Ted McLyman dot Com

Archive Monthly Archives: February 2013

I Don’t Need Insurance. “They” Said So.

Meet “They.”  “They” could be your nemesis or best friend during a sale. “They” always show up. Sometimes “They” are right in the middle of things. And at times “They” hang back. The sooner you figure out who “They” are, the better. “They” are anyone and anything we use to feel good about a buying decision. “They” are us […]

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Who Gives A Luxury Car As A Gift?

What am I missing? Who are these 30 something couples I see on TV who give luxury cars as gifts? They certainly don’t hang out in the places I go to. Why does the guy always need a shave? Is this sexy and a mark of sophistication and affluence? Or just poor hygiene? If I […]

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It’s Friday – So It Must Be Time to Drive Off the New Kids

In offices and classrooms around the country, a Friday ritual is taking place. Hundreds of well intended managers, trainers and mentors are huddling with their new agents and advisors. With the passion and zeal of a Marine Drill Instructor, they are conducting what is affectionately known by all who have been through it as the, “Why didn’t you make your […]

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Do You Have “Call List” PTSD?

Do you break out into a cold sweat when someone yells, “Make a list and get back on the phone!”? Does your hand tremble and get all clammy when you reach for the receiver? At night, do you have flashbacks to your pre-licensing days when you were told, “You can’t leave the office until you show […]

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Sorry, You’re Not Very Good At What You Do. Why? Because “Pound Foolish” Author, Helaine Olen, Says So

Former personal finance reporter Helaine Olen blisters the personal finance industry in her new book, “Pound Foolish, Exposing the Dark Side of the Personal Finance Industry.” Her premise is simple, although, as you’d expect, controversial. The financial industry has failed to deliver as promised — tough stuff. “For the past few decades, Americans have spent […]

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Selling Inside Out! Win the Hearts and Minds of Your Clients

I made the cover of this month’s NAFA Annuity Outlook magazine –  not me, but my article did. It’s about money and people — not annuities. Trust me. The article has some good stuff that can help you make better money decisions. I’d be surprised if this is a magazine you subscribe to. It’s a trade […]

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It’s time to move the financial services industry from selling stuff to building and sustaining relationships.

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