Successful Investing Takes Time, Skill and Good Luck
How would your client react if you suggested retaining a money manager with no experience? Better yet, how about one who isn’t licensed to manage money? Better yet than...
People Think You’re So Smart When They Do All the Talking
Did you ever walk away from a conversation thinking you just met a really smart, neat person, only to realize you did all the talking? I think we all...
Can You Tell Me in Eight Seconds What You Do for a Living?
When someone asks you what you do for a living or asks you exactly what it is you do as a Financial Advisor, how simple do you think your...
The More Words You Use to Get Your Point Across, the Less People Listen
Have you noticed that the more a person talks, the less connected to the listener he or she seems to be? There is no give and take. People like...
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...