When Asking for a Commitment, Make Up Your Mind in Advance
Of all the presentations given by Financial Advisors to prospective clients on any given day, how many end up with no commitment being made? We’ll never know. Of all...
Never Forget That Your Client’s Original Goal Was to Beat the Bank
I've been mingling with clients for years and it never fails to shock me just a bit to hear how simple both their goals and their reasons for investing...
Advice Is the Hardest Thing in the World to Sell
I’m convinced that the fastest growing industry in the world is cheap advice. From discount houses to DIY websites to blogs like this one, everybody’s got advice for us...
New Year’s Resolutions for 2014
I make too many New Year’s resolutions. I know that because I have never once kept them all. That’s ironic since I preach simplicity. So this year, I’m going...
Do Full Service Advisors Deserve Commensurate Compensation?
There’s probably precious little a Financial Advisor can offer that you aren't offering. Some Advisors do taxes and some do not, but basically we all generate revenue the same...
Care More than People Expect You to Care
When people get poor service, they are not the least bit surprised. People no longer expect good service except in the very finest of establishments, places where they willingly pay...
Overcome The Curse of Knowledge
Financial Advisors know a lot about finance, economics, interest rates, taxes, estate planning, investing, the stock market and many other things. A whole lot. That knowledge comes with a...
Think like a Lifer – Being a Financial Advisor Is a Career, Not a Job
If anybody asks, you don’t have a job. You have a career. Think that way. Think like a lifer. You are here to stay. A job involves the pursuit of...
Can Charisma Be Learned?
Charismatic Financial Advisors are great communicators. They connect on an emotional level. They get people to buy in, to believe. Just imagine that you alone can make someone act...
Your Goal Today Is to Get an Appointment
What’s so magical about having goals? It’s not so much that we don’t achieve them. It’s that we too often conveniently forget we even have them. With or without...