When Do People Get a Financial Advisor?
No two clients are exactly alike. People generally get a financial advisor for a number of reasons. Therefore, you need a flexible process in place when it comes to...
The First Client Meeting: Are You Making Any of These 10 Common Mistakes?
It’s all too easy to slip up in the first meeting and lose any opportunity to open the account – and this is especially true for new advisors. In this...
7 Things You Can Do for Clients to Show That You Care
If you are to be a successful financial advisor, you need to do more than simply manage money. You need to be great at managing relationships – in particular,...
Sacrificing Instant Gratification
I was talking with an advisor in Beverly Hills and she asked me a question. She actually made an observation, but it was in the form of a question....
5 Traits You Need to Have If You’re to Build Strong Relationships with Clients
Your personal likeability and trustworthiness are more important than your professional knowledge when it comes to winning and building enduring client relationships. Professional credentials, while important, are only a...
5 Questions Prospects May Ask You before Deciding to Hire You as Their Financial Advisor
Just as there are many questions you need to ask a potential client, prospects will have plenty of things they’ll want to know before they consider doing business with...
Three Types of Prospects Most Likely to Object and How to Win Them Over
During your career, you will meet with prospects who are ready with a reason not to invest. It’s up to you to recognize what camp they fall into objection-wise,...
Don’t Sell Investments – Focus on The Relationship
I believe in my heart someone should transfer their entire account to you without any investment recommendations. We’re not in the investment business, investments are our products. We’re in...
11 Best Practices for Gathering Referrals
People trust recommendations from people they know, and the lifetime value of a new referral customer is higher than of a client acquired in another way. Despite this, advisors...
How to Prepare Your Clients for The Next Market Correction
The Natixis Investment Managers 2018 Global Financial Professionals Survey revealed that 57% of advisors believe investors are unprepared for a downturn. This illustrates how difficult it is to convey...