Reasons Clients Need a Financial Advisor – Overcoming the Do-It-Yourself Objection
We’ve all encountered them: The prospect or client who wants to go it alone. They want to manage their own portfolio. Well, here’s one approach you can use: First,...
Financial Advisors and Social Distancing: How to Keep Prospecting and Servicing Clients
Traditionally, being a financial advisor has been a face-to-face business. We are creatures of the working lunch, the handshake, the coffee meeting. Appointments are the lifeblood of our business,...
11 Must-Have First-Year Financial Advisor Goals
It’s tough making it through your first year in the financial advisor business. It’s going to be even tougher without some specific goals to give you focus. If you...
Coronavirus: An Opportunity for Financial Advisors to Strengthen Client Relationships
As I write this after the market close on March 9th, 2020, the Dow Jones Industrial Average is down 1,800 points on the day, for a loss of 7.8%....
How Much Do Financial Advisors Make?
The simple answer is easy: According to the Bureau of Labor Statistics, personal financial advisors, on average, made $121,770 in 2018. Translated into an hourly figure, the typical financial...
Don’t Underestimate the Power of a Good “Who I Am” Story
Human beings are storytellers. We tell stories because we respond to stories. It’s been so since the dawn of history. In western civilization, we have received many of our great...
Deal with Objections Before They Become Mindsets
Most salespeople in any industry quickly become proficient at handling objections after the client or prospect brings them up. And that’s a good skill to have. But if you’re...
Don’t Let Your Niche Get Too Narrow
Having a tightly defined niche as a Financial Advisor is important. A research by CEG Worldwide confirms it – six out of ten advisors they surveyed said that focusing...
4 Steps to Avoid the Commoditization Trap (And Justify Your Fees)
Water is water, right? Everybody selling water is in the business of selling H2O. If anything was a hopeless case for commoditization and price collapse, it should be bottled...
How to Choose Your Specialty as a Financial Advisor
The financial services market is becoming more complex and more complex every day. Everybody needs a focus. And those with focused practices are better able to serve their clients....