How to Build Your Story-Benefit Matrix
Last week I blogged about a useful sales tool called a story-benefit matrix, and why you should develop one for your practice. Just going through the process is beneficial:...
Why You Should Create a Story-Benefit Matrix
Recently, in my post ”Never Underestimate the Power of a Good ‘Who I Am’ Story,” I mentioned the concept of building a good “story-benefit” matrix. I wanted to take...
4 Reasons Financial Advisors Should Invest in Education and Self-Development Early On
“If a man empties his purse into his head, no man can take it away from him. An investment in knowledge always pays the best interest.” -- Benjamin Franklin Warren Buffett...
8 Stories to Help You Build Trust and Open Accounts
As you might know already, I’m a big believer in telling a story. As I write this, it’s presidential campaign season. The candidates are all about telling their stories. They...
Becoming a Financial Advisor at 40? Yes, You Can!
This is for all you career-switchers, and those considering a career change move into financial advisory services: Don’t listen to the nay-sayers and the haters: You absolutely can become a...
Advice for New Financial Advisors – 8 Things Veteran Advisors Wish They Knew When They First Started Out
“Experience is the best teacher. But only a fool learns by no other.” This is a slight misquotation of Benjamin Franklin. But the idea is sound: We all can and...
The Clock: A Great Sales Idea to Overcome Irrational Pessimism
You may have heard me talk before about my good friend and successful Advisor, Mark Dick. He once said to me that ‘dividends are tangible evidence that good companies...
Reasons Clients Need a Financial Advisor – Overcoming the Do-It-Yourself Objection
We’ve all encountered them: The prospect or client who wants to go it alone. They want to manage their own portfolio. Well, here’s one approach you can use: First,...
Financial Advisors and Social Distancing: How to Keep Prospecting and Servicing Clients
Traditionally, being a financial advisor has been a face-to-face business. We are creatures of the working lunch, the handshake, the coffee meeting. Appointments are the lifeblood of our business,...
11 Must-Have First-Year Financial Advisor Goals
It’s tough making it through your first year in the financial advisor business. It’s going to be even tougher without some specific goals to give you focus. If you...