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...
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...
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...
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...
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,...
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...
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...
You've probably heard me in the past talk about a book called ‘Whoever Tells the Best Story Wins’ by Annette Simmons. It was really designed for bosses to sell...
It takes a lot of time, patience, and effort to move a prospect through the funnel to the point when they finally agree to meet with you. For every...
Nailing that initial prospect meeting is crucial if you are to have any chance at starting a relationship. If you follow your first meeting preparation checklist to a T,...