Discipline Archives - CMG AdvisorCentral

Master Closing With 3 Simple Approaches

Posted on 03.30.15 |

Michael F. Sciortino, Sr. Executive Vice President, Managing Director, Head of Distribution, CMG

Harvey Mackay said, ” You learn when you listen, you earn when you listen – not just money, but respect.”

When I started in the business I was extremely fortunate to have been afforded the benefit of consultative selling training. The simple act of being taught how to attentively listen to clients and prospects has made an enormous impact on my career. It has enabled me to present in a reassuring and reinforcing manner. In a moment, I will share some of these ideas.

This brings up a question I asked during some training recently. What business are you in? Yes, the correct answer is the “People Business.” Treating your clients with respect and helping them reach their goals and objectives, one at a time. What a great business!

4 Keys to Unleash Your Potential

Posted on 09.17.14 |

Michael F. Sciortino, Sr. Executive Vice President, Managing Director, Head of Distribution, CMG

Your mind is such a magnificent instrument that science has barely probed the surface of its tremendous power and potential.Occasionally, a rare coach or mentor comes along that has a unique ability to inspire his players to reach their potential.

The legendary coach John Wooden was one of those rare coaches. He used to say, “Don’t measure yourself by what you have accomplished, but by what you should have accomplished with your ability.” Coach Wooden was a master at helping players realize their true potential. He believed when you learn something, you must be quick to implement what you learned.

Applying many of his lessons, several of his players achieved success on the court and later in life beyond their wildest dreams. Coach Wooden led the UCLA Bruins to ten national championships in a twelve year period. During this period his teams won a record 88 consecutive games.

The Pain of Discipline or the Pain of Regret

Posted on 03.27.14 |

Mike Sciortino
Executive VP, Managing Director, Head of Distribution
CMG

The Choice is yours (or your client’s)…

In our industry, we are a disciplined bunch. I would like to discuss today’s topic from two unique perspectives: yours and your client’s.

Let’s begin with yours: Webster defines discipline as “training that corrects, molds or perfects the mental faculties or moral character; control gained by enforcing obedience or order”. Simply put, it requires you to exercise self control. Often times the challenges or problems we face force us to grow and become more capable in our practices. A wise mentor I had early on used to tell me, if I don’t act, something significant wont happen; how right he was.

Now, from the client’s perspective: Every recommendation you make should be made after you’ve asked yourself this important question, “How can I present this to be in their own best interest?” Your consistent encouragement is the fuel on which their hope of achieving their goals runs. Your role is to implement the positive steps “as if” the hoped for results will become reality. As an advisor, you have a tremendous platform to deliver life changing impact. Years from now, with your guidance, your clients will be able to say, “I’m glad I did” vs. “I wish I had”. On an ongoing basis, you can inspire your clients by presenting them with a practical and attainable positive vision for their future. With your help, your client’s compelling dreams will generate the necessary obedience to push them past their fears and reach their meaningful goals.