https://www.franklconsulting.com/driving-fpp/ Leadership and sales ideas for Northwestern Mutual field leaders and advisors, from Steve Frankl. en-us https://www.franklconsulting.com/driving-fpp/31-questions-from-hellyer/ https://www.franklconsulting.com/driving-fpp/31-questions-from-hellyer/ Tue, 28 Jul 2026 00:00:00 GMT Big questions for MPs on ensembles, recruiting, margin and firm structure. Don’t let yourself answer “somewhere in between.” https://www.franklconsulting.com/driving-fpp/30-simplify-early-planning/ https://www.franklconsulting.com/driving-fpp/30-simplify-early-planning/ Wed, 01 Jul 2026 00:00:00 GMT Pulling together 29 editions into one simple, integrated conversation for newer representatives and their younger prospects. https://www.franklconsulting.com/driving-fpp/29-constraints-drive-creativity/ https://www.franklconsulting.com/driving-fpp/29-constraints-drive-creativity/ Thu, 21 May 2026 00:00:00 GMT What would you need to do today to reach your 10-year vision in 3 years? 1 year (gulp!)? Using constraints to sharpen planning and selling. https://www.franklconsulting.com/driving-fpp/28-abc-and-me-we-thee/ https://www.franklconsulting.com/driving-fpp/28-abc-and-me-we-thee/ Fri, 10 Apr 2026 00:00:00 GMT Agency, Belonging and Cause, viewed through the lens of Me, We and Thee: two models for building office culture and client experience. https://www.franklconsulting.com/driving-fpp/27-the-importance-of-study-groups/ https://www.franklconsulting.com/driving-fpp/27-the-importance-of-study-groups/ Fri, 06 Mar 2026 00:00:00 GMT Introducing The Peer Collective Network: facilitated study groups that help advisors and leaders find the right peers for significant growth. https://www.franklconsulting.com/driving-fpp/26-dont-complexify-the-complicated/ https://www.franklconsulting.com/driving-fpp/26-dont-complexify-the-complicated/ Mon, 05 Jan 2026 00:00:00 GMT Complicated problems can be solved once and built into a process; complex ones keep evolving. Knowing the difference gives you hours back. https://www.franklconsulting.com/driving-fpp/25-impactful-joint-work/ https://www.franklconsulting.com/driving-fpp/25-impactful-joint-work/ Fri, 14 Nov 2025 00:00:00 GMT Make joint work about learning, not just selling: a simple pre- and post-meeting tool for advisors and their JW partners. https://www.franklconsulting.com/driving-fpp/24-the-power-of-pli/ https://www.franklconsulting.com/driving-fpp/24-the-power-of-pli/ Fri, 03 Oct 2025 00:00:00 GMT A family hog farm in Iowa and the most important part of every plan: planning on your plan not going according to plan. https://www.franklconsulting.com/driving-fpp/23-granum-and-building-a-business/ https://www.franklconsulting.com/driving-fpp/23-granum-and-building-a-business/ Fri, 19 Sep 2025 00:00:00 GMT Data-driven versus data-informed: giving Granum context by teaching advisors the universal fundamentals of building a business. https://www.franklconsulting.com/driving-fpp/22-a-question-from-hellyer-part-deux/ https://www.franklconsulting.com/driving-fpp/22-a-question-from-hellyer-part-deux/ Sun, 27 Jul 2025 00:00:00 GMT Growing lives production: stop doing “Annual Reviews,” and help advisors write down the planning beliefs behind their recommendations. https://www.franklconsulting.com/driving-fpp/21-deliberate-learning-at-annual-meeting/ https://www.franklconsulting.com/driving-fpp/21-deliberate-learning-at-annual-meeting/ Tue, 01 Jul 2025 00:00:00 GMT Experts are not built at conferences. Anders Ericsson’s fundamentals of Deliberate Practice, and a tool to make Annual Meeting count. https://www.franklconsulting.com/driving-fpp/20-new-client-grid-enhancement/ https://www.franklconsulting.com/driving-fpp/20-new-client-grid-enhancement/ Mon, 16 Jun 2025 00:00:00 GMT Are NM’s new client incentives a short-term bonus, or an investment in systems that change an advisor’s growth trajectory for years to come? https://www.franklconsulting.com/driving-fpp/19-making-decisions-versus-choices/ https://www.franklconsulting.com/driving-fpp/19-making-decisions-versus-choices/ Mon, 09 Jun 2025 00:00:00 GMT Choices are about options; decisions are about commitment to an action. Mastering this is the heart of the Art of Sales. https://www.franklconsulting.com/driving-fpp/18-utilizing-mental-models/ https://www.franklconsulting.com/driving-fpp/18-utilizing-mental-models/ Mon, 05 May 2025 00:00:00 GMT Using the Mentor Mindset’s high standards and high support as a mental model to open every session. All learning should be leadership development! https://www.franklconsulting.com/driving-fpp/17-sales-masterclass-from-bon-jovi/ https://www.franklconsulting.com/driving-fpp/17-sales-masterclass-from-bon-jovi/ Mon, 31 Mar 2025 00:00:00 GMT Great anthems keep coming back to the refrain. Income is the refrain every PX module should bring prospects back to. https://www.franklconsulting.com/driving-fpp/16-building-from-the-approach/ https://www.franklconsulting.com/driving-fpp/16-building-from-the-approach/ Tue, 25 Feb 2025 00:00:00 GMT Contribution, Interest, Taxation and Time: the four elements that turn approach language into a more educational fact-finder and an uncomplicated PX. https://www.franklconsulting.com/driving-fpp/15-offensive-and-defensive-planning/ https://www.franklconsulting.com/driving-fpp/15-offensive-and-defensive-planning/ Mon, 03 Feb 2025 00:00:00 GMT The purpose of the approach is to get a fact-finder…period. Simplifying approach language for younger advisors. https://www.franklconsulting.com/driving-fpp/14-the-science-of-motivating-young-people/ https://www.franklconsulting.com/driving-fpp/14-the-science-of-motivating-young-people/ Mon, 30 Dec 2024 00:00:00 GMT High expectations AND high support: David Yeager’s four mentor mindsets and five rules for mentoring the next generation of advisors. https://www.franklconsulting.com/driving-fpp/13-new-advisor-productivity/ https://www.franklconsulting.com/driving-fpp/13-new-advisor-productivity/ Sat, 30 Nov 2024 00:00:00 GMT Simplify, simplify, simplify: a little wisdom on subtraction and a pared-down sample PX for new advisors. https://www.franklconsulting.com/driving-fpp/12-annual-planning-season/ https://www.franklconsulting.com/driving-fpp/12-annual-planning-season/ Wed, 30 Oct 2024 00:00:00 GMT Keep the clarity from your planning retreat: a simple tool to define the project, the expected outcomes and the key milestones for every Rock. https://www.franklconsulting.com/driving-fpp/11-invert-always-invert/ https://www.franklconsulting.com/driving-fpp/11-invert-always-invert/ Mon, 30 Sep 2024 00:00:00 GMT Charlie Munger’s favorite problem-solving trick, how it energized a room of U3 advisors, and a planning-season exercise for your leaders. https://www.franklconsulting.com/driving-fpp/10-creating-an-engaging-approach/ https://www.franklconsulting.com/driving-fpp/10-creating-an-engaging-approach/ Wed, 28 Aug 2024 00:00:00 GMT A simple three-step process for turning a target market’s pain points into compelling approach language, with a default-versus-targeted example for a mid-50s couple. https://www.franklconsulting.com/driving-fpp/09-a-question-from-hellyer/ https://www.franklconsulting.com/driving-fpp/09-a-question-from-hellyer/ Fri, 26 Jul 2024 00:00:00 GMT Are you doing YOUR job, or THE job? Moving 5-19 advisors beyond the Granum basics with real business planning and the Traction VTO. https://www.franklconsulting.com/driving-fpp/08-leadership-and-noble-followership/ https://www.franklconsulting.com/driving-fpp/08-leadership-and-noble-followership/ Tue, 25 Jun 2024 00:00:00 GMT Lessons from jazz in Yes to the Mess: great leadership teams know when to lead and when to follow. https://www.franklconsulting.com/driving-fpp/07-teach-to-the-problem-not-the-tools/ https://www.franklconsulting.com/driving-fpp/07-teach-to-the-problem-not-the-tools/ Mon, 20 May 2024 00:00:00 GMT Elon Musk on teaching the problem, not the tools, and why office training should be an engaging problem-solving session, not a topic presentation. https://www.franklconsulting.com/driving-fpp/06-anchoring-and-loss-aversion/ https://www.franklconsulting.com/driving-fpp/06-anchoring-and-loss-aversion/ Mon, 22 Apr 2024 00:00:00 GMT In memory of Daniel Kahneman: how Loss Aversion and Anchoring Bias turn Lifetime Earning Potential into a compelling planning story. https://www.franklconsulting.com/driving-fpp/05-developing-new-leaders-and-mentors/ https://www.franklconsulting.com/driving-fpp/05-developing-new-leaders-and-mentors/ Fri, 22 Mar 2024 00:00:00 GMT What the Blue Angels debrief teaches about honest self-assessment, feedback, and an After Action Review process for advisors and their mentors. https://www.franklconsulting.com/driving-fpp/04-the-war-of-art/ https://www.franklconsulting.com/driving-fpp/04-the-war-of-art/ Fri, 26 Jan 2024 00:00:00 GMT Rhinoceros Success still works for first-year advisors. The next level for every Rhino is Steven Pressfield’s The War of Art, and how to overcome Resistance. https://www.franklconsulting.com/driving-fpp/03-magic-words/ https://www.franklconsulting.com/driving-fpp/03-magic-words/ Thu, 28 Dec 2023 00:00:00 GMT Lessons from Jonah Berger’s Magic Words: turn actions into identities, and praise the process, not just the outcome. https://www.franklconsulting.com/driving-fpp/02-the-psychology-of-money/ https://www.franklconsulting.com/driving-fpp/02-the-psychology-of-money/ Wed, 29 Nov 2023 00:00:00 GMT Frankl Consulting becomes Field Productivity Partners, and a 4-3-2-1 challenge: put The Psychology of Money in the hands of clients’ kids and your next class of recruits. https://www.franklconsulting.com/driving-fpp/01-the-unsold-mindset/ https://www.franklconsulting.com/driving-fpp/01-the-unsold-mindset/ Mon, 06 Nov 2023 00:00:00 GMT The first Driving FPP: why The Unsold Mindset explains what makes great salespeople great, plus notes from John Schlifske’s 30 Minute Mentors interview.