Why You Matter: Embracing the Difference Financial Advisors Make in People’s Lives
Allow me another movie reference because it’s crucial for the point I want to make. If you haven’t seen the movie, Oh God! or if you haven’t seen it in a...
Priceless Lessons for Financial Advisors from George Bailey
“Each man’s life touches so many other lives. When he isn’t around, he leaves an awful hole, doesn’t he?” Angel Second Class, Clarence For many of us, it took these...
Only Elite Advisors Step Out of Their Comfort Zone—Do You?
It’s human nature to seek comfort in familiar habits and patterns. When anything comes along to threaten the status quo, we naturally feel uncomfortable, even anxious. Most of us...
The Slippery Slope from Empathy to Role Reversal, and How to Avoid It
Successful financial advisors know that expressing empathy is critical in helping them to connect with clients and solidify their relationships. Clients need to know you understand their circumstances and...
Email Newsletters for Financial Advisors: 6 Tips to Engage Your Contact List
With the heavy emphasis on social media marketing, many have said that email marketing, and sending email newsletters in particular, is outdated. That couldn’t be further from the truth....
Use the Perspective of Time to Move Your Prospects to Action
Undoubtedly, you are familiar with the theme: You have a prospect in front of you with a clear objective. After gathering all the facts and probing them on why...
For Great Financial Advisors, the Profit is in the Relationship
The industry pressures that have weighed on financial advisors over the last few years will continue into 2021 and beyond, especially with the lingering effects of the pandemic. Fee...
Prospect Objections Are Often a Cry for Help. Your Job Is to Help Them.
As a financial advisor, you are valued for your expert knowledge, but you are only as effective as your ability to get your prospects and clients to act on...
To Get to “Yes” Financial Advisors Must First Get to “Why” and Stir Up Emotions
What if, in every initial client meeting, your prospects would just come right out and tell you what's important to them and what it would mean to them if...
What Is Outstanding Work Ethic and How Financial Advisors Can Develop It?
Let’s face it, not everyone is cut out to be a financial advisor for many reasons, but one of the top reasons is a “lack of work ethic.” Having...