I heard a sports psychologist say that 95% of the golfers on the men’s’ PGA tour are just happy to be there. Their goal was to make the tour and they did it. I heard Bob Dunwoody say the same thing about our business. At the end of five years in the field, the production of 95% of all Financial Advisors peaks and never goes any higher. Their goal was to become Financial Advisors and they did it. It should come as no surprise then that the Advisors who defy the odds and go on to record heights are right now prospecting as eagerly as they can. They believe in the system, they are not distracted by all the craziness and negative news and they have chosen to be optimistic. I urge you to join them. Get the jump on your competition right now.

A friend called me to say he had a check returned from his bank. The check was stamped “non-sufficient funds.” He called the bank and asked, “Does that refer to you or to me?”

“Mr. and Mrs. Client, let’s say, for the sake of this discussion, that a share of XYZ pays $1.00 in dividend income. You decide that when you are retired, you want that portion of your portfolio made up of XYZ to generate $5000 per year in income. How many shares must you buy?”

“Correct, you must buy 5000 shares. When would you like to buy them, when they are marked up or when they are marked down?”

If my instincts are correct, the relentless onslaught of negative news is not going to abate. Credit card loans and car loans are awaiting their fifteen minutes of fame. Who knows what will get pummeled after that? In the meantime, the creep of time continues. Every day you and your clients are one day closer to swapping that last paycheck for your first dividend check. Your best client is your competition’s best prospect. Defend your franchise. Call your clients right now before your competition does. Then call his clients before he does.

The time to buy stock is when it hurts the most.

The deeper the market goes, the safer it is.

Two-star funds probably have more upside potential than five-star funds.

We slash our prices and people run away.

How about that?