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...
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...