Have you ever read something that says exactly what you want to say but so well, and with so much deeper insight that it becomes a revelation?
Nick Murray’s book, “The Excellent Investment Executive” had that effect on me. Here are some quotes from it.
“Knowledge is of limited use to us. We deal primarily with the hopes, dreams, and fears of our prospects. We work to make those hopes and dreams come true and banish their fears.
“As these are fundamental issues they do not lend themselves to intellectual solutions.
“The left brain can process an amazing amount of information. But the right brain is the decision maker, and it doesn’t reason; it feels.
“People don’t make decisions with their intellect. They make them in their emotions. Then they use their intellect to justify them.
“The greatest part of our capacity to do good is not in what we know. Our ability to modify a client’s behaviour is what earns us our treasures on this earth, and in heaven---not our store of knowledge.
“We have more power to do good, and to do well by doing good ---than virtually anyone we’ll ever know.
“But that power exists only potentially, until we induce someone to set it aflame with the spark of trust.”
The Excellent Investment Executive - To learn more about this author, visit Donald F. Pooley's Website.
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Donald F. Pooley
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Don Pooley, the author of this article,
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Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
his marketing know-how with audiences of
life insurance men
in all major Canadian cities, London,
Australia, Chicago, New
York, San Francisco, Hong Kong, and
Singapore, and now in his
free ezine. To get more ideas on marketing
your services, plus
free ebooks, subscribe now at www.eTIP.ca/
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