Advisors Who Don’t Want to Sound “Salesy” Need to Master Soft Skills
Many financial advisors don't like to be thought of as salespeople. In fact, they despise it. In part because they work hard at earning the distinction of being an...
How to Motivate Your Prospects to Take Action Now
No doubt you remember the last car you purchased. If you're like most people, you spent hours, days, maybe months researching, comparing prices, features and specs. You knew what...
The Inevitable Frustration of Success
Let’s talk about the inevitable frustration of success, about building a business slowly. I have one piece of advice if you’re still building your business: Don’t be in a...
How to Get More Unsolicited Referrals from Clients
Ask any successful advisor what the key to their success is, and they’ll tell you—referrals. You can’t grow a profitable practice without a steady stream of referrals. When you...
How to Raise Conversations Your Clients Don’t Know They Should Have
Most clients hire a financial advisor because they expect him or her to know more than they do about planning their future. They willingly pay you to leverage your...
For Clients Expecting 5-Star Service, Exceptional Communications Is Not Enough—Proactive Communication Is the New Standard
Top financial advisors understand that superior client communications are paramount to building a successful practice. That is supported by a widely published survey by Financial Advisor Magazine, revealing that 72%...
Presenting the Strategy Paper to Turn Prospects into Clients
In my previous guest blog post, I explained how I dissected the confirmed file note by dividing it into four separate quadrants in order to create a strategy to...
3 Ways to Boost the Promotional Power of a Marketing Resume
A marketing resume can be a very potent tool because it can be used in unlimited number circumstances—at networking events, canvassing businesses, social events, speaking events, or anywhere you...
5-Step Approach to Addressing Mistakes with Your Clients
Any successful person would agree that making mistakes—and learning from them—is as vital to one’s growth and development as any training or life experience. That’s good because we’re human,...
Prospect Engagement Strategy for Creating Reasons to Call
I often hear from financial advisors who, for various reasons, are reluctant to contact prospects who remain in their pipeline. Many are hesitant to pick up the phone because...