Presenting the Strategy Paper to Turn Prospects into Clients
In my previous guest blog post, I explained how I dissected the confirmed file note by dividing it into four separate quadrants in order to create a strategy to...
3 Ways to Boost the Promotional Power of a Marketing Resume
A marketing resume can be a very potent tool because it can be used in unlimited number circumstances—at networking events, canvassing businesses, social events, speaking events, or anywhere you...
5-Step Approach to Addressing Mistakes with Your Clients
Any successful person would agree that making mistakes—and learning from them—is as vital to one’s growth and development as any training or life experience. That’s good because we’re human,...
Prospect Engagement Strategy for Creating Reasons to Call
I often hear from financial advisors who, for various reasons, are reluctant to contact prospects who remain in their pipeline. Many are hesitant to pick up the phone because...
Death of Common Sense
I want to pass on to you an obituary, no pun intended, called ‘The Death of Common Sense’. You may have seen this. If you haven't, it's just extraordinary,...
What No One Tells You About Being a Financial Advisor
In my opinion, there has not been any better time to be a financial advisor. At a time when the world is inundated with chaos and hyperbolic media noise,...
Transitioning Conversations: How to Change the Subject without Offending Your Client
In a recent post, we highlighted the importance of maintaining control over conversations with prospects and clients—that your value as a financial advisor diminishes without it. Part and parcel of...
5 Things Prospects Need to Know About You from the First Meeting
Every initial meeting with a prospect is crucial. It took a lot to get them to finally agree to meet with you, and, in most cases, you only have...
Agenda for the Strategy Paper Meeting (SPM): What Is It and How to Prepare It
By now you should be familiar with the concept of the File Note and how it helped me increase my closing rate to 9 out of 10 in life...
What Advisors Need to Do to Help Set Client Goals
According to a Morningstar study, what clients want most from their financial advisors is to help them reach their financial goals. That should be good news for financial advisors because, generally,...