Coronavirus: An Opportunity for Financial Advisors to Strengthen Client Relationships
As I write this after the market close on March 9th, 2020, the Dow Jones Industrial Average is down 1,800 points on the day, for a loss of 7.8%....
How Much Do Financial Advisors Make?
The simple answer is easy: According to the Bureau of Labor Statistics, personal financial advisors, on average, made $121,770 in 2018. Translated into an hourly figure, the typical financial...
Don’t Underestimate the Power of a Good “Who I Am” Story
Human beings are storytellers. We tell stories because we respond to stories. It’s been so since the dawn of history. In western civilization, we have received many of our great...
Deal with Objections Before They Become Mindsets
Most salespeople in any industry quickly become proficient at handling objections after the client or prospect brings them up. And that’s a good skill to have. But if you’re...
Don’t Let Your Niche Get Too Narrow
Having a tightly defined niche as a Financial Advisor is important. A research by CEG Worldwide confirms it – six out of ten advisors they surveyed said that focusing...
4 Steps to Avoid the Commoditization Trap (And Justify Your Fees)
Water is water, right? Everybody selling water is in the business of selling H2O. If anything was a hopeless case for commoditization and price collapse, it should be bottled...
How to Choose Your Specialty as a Financial Advisor
The financial services market is becoming more complex and more complex every day. Everybody needs a focus. And those with focused practices are better able to serve their clients....
The Importance of Why when Soliciting Referrals
When you ask clients for referrals, and hopefully clients are going to solicit referrals for you, you really have to get them to focus on why they do business...
How to Create a Value Proposition
There are thousands of pizza vendors in the United States. But only one of them is known for, “Fresh, hot pizza in 30 minutes or less, guaranteed.” There are thousands...
Why You Need to Differentiate Yourself
It used to be, in the not so distant past, that using words like “client-focused”, “trusted”, “comprehensive”, and “knowledgeable” was enough for financial advisors to separate themselves from the...