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...
How to Prepare Yourself for Market Corrections
Stocks will edge higher, sometimes for prolonged periods of time, but this should never give rise to complacency. Because there’s always a ‘bear market’ waiting just around the corner....
Top 10 Posts Financial Advisors Read the Most on Our Blog in 2018
As 2018 is coming to an end, we decided to do a quick recap of the top 10 posts that thousands of Financial Advisors and Wholesalers read on our...
There Are Three Main Ways to Gather New Clients
There are three main ways to gather new clients and grow your business. To excel, you should put your effort into mastering all three of them. 1. Acquiring new clients...
What Does It Take to Turn a Prospect into a Client?
If you’re booking plenty of appointments, that’s great news. But if you’re not consistently opening new accounts as a result, it’s a wasted effort. Read on to find out...
Self-sabotage – 10 Behaviors to Avoid
Self-sabotaging behaviors can create problems, interfere with goals and ultimately put your career at risk. Without even realizing it you could be a victim of self-sabotage. Be honest and...
How to Respond to the Comment ‘I Don’t Want to Lose Money’
I received an email from John in Texas with an interesting question. He said, “Every time I go into an appointment now, the first thing out of somebody’s mouth...