Client Goals Are Not Reduced by Falling Markets
The biggest challenge every investor (and, actually, every Advisor) faces is staying fully invested in the face of bad news. It’s only normal to want to escape danger. Unfortunately,...
Get Your Work Done in Sixty Percent of the Time
I can tell you without hesitation that the amount of time you spend marketing yourself this year determines how much you will grow next year. If you don’t...
People Are Deciding about You, Not the Numbers
When you are trying to convince someone to do business with you, you must earn that person’s trust. When you use charts, graphs and numbers to make your point,...
There Is No Ambiguity When It Comes to Being a Good Advisor
Yet, while certain elements of this business are ambiguous, the challenge we face is not. The correct way to succeed is straight-forward. Either you do things right or you don’t....
Your Job Is to Find the Pain and Make It Go Away
Imagine if you were in long-term back pain and you were sorely in need of relief. Your diligence has led you to a doctor who assures you that, if...
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...