Case Studies & Blog

In 2023, Craig joined my group program — but got almost no results.Why? He was distracted. A cluttered office, small tasks, the wrong focus. Like taking a penalty shot while staring at the sidelines. When we started working 1:1, everything changed.I put his attention where the money was: the  Relationship Revenue Engine. Here’s what flipped the switch: 1. Mindset: “I Belong.” Craig admitted he’d been playing small. Once he believed he deserved a seat at the biggest tables, hi

Peter used to think asking for referrals was tacky. He met me at a dinner event in 2023 and saw me run a referral workshop the day after....

He had the credentials. The experience. The income. But after 20+ years in wealth management… He was mentally dying inside. He was bored of portfolio reviews. Bored of repeating himself. Bored of low-profit clients with low-energy meetings. So he made a bold move. He built a team. Trained them to serve the less profitable clients. Then gradually stepped away. First, he co-led meetings to introduce his team. Then, just the first 10 minutes to connect, ask about life, and hand

I used to ask for referrals by saying: ‘I build my business by referral; do you know of anyone I could help?’” Reflected Steve, a wealth advisor to the affluent based in Houston. He was already growing to be a top advisor at his global wealth management firm. In other words, his lack of referrals had nothing to do with his expertise, effort, or service. When I first met Steve, he wasn’t afraid to ask for introductions, but he was really frustrated that he was doing his best t

Marc used to prefer a wide variety of centres of influence as referral sources. He saw me run a referral workshop in Orlando and two things hit him: a) Almost none of his professional connections were referring him b) He knew he needed to test the waters with them to see if they really knew the right people and if they were even the ‘referring kind’. He hired me – yes to make more money – but first to come up with a better strategy to get high quality referrals. His goal wa

Garry used to think asking for referrals would make him look pushy. “Like many others I had an irrational fear of asking.” His lack of referrals had nothing to do with his expertise, effort or service. The sticking point was his comfort level of asking was a 2 out of 10. This sent the wrong energy. I asked Garry: “Why should people refer you?” From this exercise, one thing really struck him: Some of his clients had been thanked for introducing people to him. This gave him the

For 7 years Asvin couldn’t get higher than Court of the Table. He saw me run a workshop at the Personal Finance Society conference in Birmingham (UK) a number of years ago. a) His meeting count was low and unreliable b) He felt uncomfortable asking for referrals and was vague when he did He hired me to make it to Top of the Table (the elite level at the Million Dollar Round Table, the most revered organisation in the world of life insurance) and to come up with a better str

How one rebel move landed Nick a $500M+ client — last week. Most advisors say they want to go upmarket. But then they follow the same tired playbook as everyone else. Nick didn’t. Here’s what he did instead: · He found out a woman was about to be evicted from her home — with her young daughter. · Her husband had taken out a business loan (without telling her). His business collapsed. She was stuck with t he consequences. · Nick stepped in — not for a fee. Not f

Most advisors say they want to go upmarket. But they keep prospecting the same way they always have. Tom didn’t. Here’s what changed: 🔹 Instead of fearing he’d sound salesy… He asked: “What would I think of myself 10 years from now if I never told affluent people how I could help them — and their friends?” 🔹 Instead of worrying, “I might regret asking,” He reframed it: “I’ll regret it if I never speak up.” He shifted from tactics to identity: “I don’t work out because it’s

As your read this, focus on: a) The energy it projects b) The cumulative individual ingredients shared because at the end of the day, the top people In your network are going to vibe off what they sense about you. 1. This is a given, but yes, he has the expertise, and he chose to work at a company that would surround him with people who could answer all his questions. 2. Ask high-level questions of the top potential referral sources you meet. Why? This shows them you

Blair had hit a plateau, stuck with clients in the $1-3M range. He needed both immediate growth and a long-term strategy to access the ultra-high-net-worth market. The problem was he was stretched thin, bored with the same conversations, and didn’t know how to go upmarket. We implemented my Perpetual Revenue Network system, and not only did his average client net worth jump to $5M within a year, but the quality of his network continued to compound. All he was missing was the

In 2024, I worked with a group of portfolio managers who were excellent at what they did — but avoided one key conversation. They didn’t want to ask clients about outside assets. “It’s not our job,” they said.   “We don’t want to sound salesy.” Their firm had a new expectation — and brought me in to help. At first, I was sceptical. Imposed change rarely goes smoothly. But this wasn’t about skill. They’re all CFAs. Their knowledge and service was exceptional.   The real issue?