Last month we talked about standing your ground with an aggressive client. Just like dealing with a grizzly bear, running from a confrontation with a client could lead to disastrous results. This month we’ll focus on a tried-and-true method for warding off a grizzly bear hardline client.

In sales, encountering aggressive clients can be challenging. However, responding calmly is essential. Similar to encountering a bear, running away only escalates the situation. Stay composed, listen actively, and acknowledge their frustrations.

Discover the importance of setting clear success targets as a financial wholesaler and defining specific goals and outcomes for your scheduler. By doing so, you'll streamline your schedule and empower your team to help you achieve success.

Mitch Santala, CEO of Executive Scheduling Associates, draws a clever comparison between world-class cooking and effective scheduling. Inspired by celebrity chef Bobby Flay, Mitch highlights the importance of using "fresh ingredients".

Using "Top Gun" and "Planes, Trains, and Automobiles" as references, we discuss identifying your top producers' locations and planning travel for remote areas. Learn how to ensure a packed calendar filled with high-value meetings.

Learn to segment your book of business based on production levels, rank advisors using market metrics, and identify fallen angels to streamline your appointment setting process.

One of the most challenging tasks a financial professional performs is helping families believe in their financial potential. We think it's also some of the most meaningful work a person can do.

One of the most challenging tasks a financial professional performs is helping families believe in their financial potential. We think it's also some of the most meaningful work a person can do.

Recently, my wife and I were enjoying dinner at a friend's house. A question was asked that began an enthralling conversation. If you could be a character from a TV show, who would you be and why…

After 20 years of helping married couples work on relationship issues, Chapman realized that just as people come in various shapes and personalities, so does their choice of expressing and receiving love.

One of the most common questions we are asked when offering services to financial wholesalers is, "Do you guarantee meetings?"

If you’re a financial wholesaler, here are three tips to get the best results from your appointment-setter: define success, set clear success targets, and then get out of the way.

Are you a professional in the financial industry looking for a scheduler? Here are the most important questions to ask when shopping for an appointment setting service. From Executive Scheduling Associates CEO, Mitch Santala.

What we understand about the scales on our bathroom floors is that they’re going to give us the results - good or bad. It’s an objective mechanism for health accountability. I’ve heard it said before that laws without consequences are merely advice.

I have concluded there is no single personality profile for a great leader. There are successful, evergreen practices we can copy from those who excel in this role.

A close friend I love has traveled a circuitous route to business success. When I say he is successful, I'm referring to the fact that an international firm just acquired his insurance technology startup for millions.

I'm always impressed and curious about companies that appear to have vibrant internal cultures. When employees are especially positive and knowledgeable, I often wonder about their approach.

A conversation that began about entrepreneurialism swung 90 degrees to what might be called the benefits of seasonal living. The person sharing this conversation was public relations practitioner Jamie Higdon.

Who do you admire as a leader? Who do you imitate? One of my heroes is a nonprofit executive named Kimberly Johnson. I think her story might inspire you.

How do we gain trust within our professional relationships? Furthermore, how do we keep the trust we’ve established? In this 8-minute video, ESA CEO Mitch Santala offers support on the matter.