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,...
How to Provide the Level of Service Clients Will Talk About
By now, financial advisors with any ambition of success know that the only way to stand out in a vast sea of sameness is by providing an extraordinary customer...
The Fee Discussion: It’s Not the Fees That Bother Clients. It’s the Mystery Surrounding Them
For many advisors, discussing fees with their clients is about as comfortable as going to the dentist. They know they have to do it, but they’d much rather be...
Strengths or Weaknesses: Where Should Advisors Focus?
Getting to the next level in any endeavor requires a thorough understanding of your strengths and weaknesses. Your strengths have the potential to power your advancement, while weaknesses could...
How to Respond to the Comment ‘I Don’t Want to Lose Any Money’
A while ago I received an email from John in Texas and his email was very simple. He said, ‘Every time I go on an appointment, the first thing...
How to Make Your Presentations More Convincing and Inspiring
Any chance you have to make a presentation is a golden opportunity to engage with people and demonstrate your worth. Financial advisors who can deliver exceptional presentations can differentiate...
Want to Get Out of a Rut? Focus on Becoming Exceptional
We can all remember when we first became financial advisors, feeling like we could conquer the world. With our entire careers in front of us, we were excited, motivated,...
5 Ways You’re Setting Yourself Up to Fail
I don't think any financial advisor wakes up in the morning and intentionally sets out to fail. But I can think of many examples of advisors who unwittingly find...
How to Build Immediate Personal Connections Naturally
Gaining the trust of a prospective client is an absolute must if the relationship is to amount to anything. Plain and simple, people don't do business with financial advisors...