How to Win Over Clients by Becoming More Likeable
People will only do business with you if they like you and trust you. Human decisions are generally subjective. Even if you are the most professional financial advisor out...
How a Marketing Resume Can Help You Get Out of a Rut
If you feel that you’re stuck in rut, and can’t see how to get your business back on track then it’s time for a change. The worst thing you...
Don’t Sell Me Things
Ever since you got in this business you've been told about features and benefits, you've been told to market yourself, you've been told that people want to know what...
How to Get Your Point Across in Fewer Words
When you address clients and prospects, you are a techie talking to non-techies. There is always the threat that you will confuse your listener and we all know by...
Don’t Feel Guilty About Not Being Perfect
There will be times when you get it wrong. Car mechanics and even doctors don’t get it right all the time and neither will you. Mistakes are easy to...
How Financial Advisors Can Use LinkedIn for Prospecting – Part 2
Last month we published the first of a series of blog posts to help Financial Advisors use LinkedIn for prospecting. It covered the following topics: What makes LinkedIn such a...
10 Things Clients Want from Their Advisors
One of the things I've observed over the years is that good service does not sell. Great service sells. Watch this video to hear Don explain how to make your...
How Do You Pick Yourself Up When You’ve Been Fired by a Client?
It can be a challenging and depressing experience especially if clients leave without telling you the reason. But getting fired happens to even the best of advisors at some...
How to Explain to Prospects They Should Invest Now
As you know better than I, clients are always looking for a more convenient time to invest. There's always something to do – like buy a new car, redo...
Why Financial Advisors Get Fired
Financial advisors get fired because they aren’t ‘the full package’. They may provide ‘good’ service, but is it exceptional? They may have a winning personality, but do they pay...