Asking for a Commitment
Mechanically, asking for a commitment is rather rudimentary. Why, then is asking such a difficult thing to do? The inability to properly ask is perhaps the number one reason...
Where You End Up in Life Has Less to Do with Your IQ than You Might Think
To perform the many financial and arithmetical tasks required of an Advisor requires a high IQ. Therefore, most, if not all, successful Financial Advisors have a high IQ. If...
Don’t Ask for Referrals. Ask for Advice
I have a suggestion for those Advisors who have a difficult time asking their clients for referrals. Ask them for their advice and/or help instead. Explain to your...
To Not Invest Is to Go Broke Safely
Bertrand Russell said to conquer fear is the beginning of wisdom. In order to trust you with his or her money, a client must, if not conquer, at...
Teach Your Clients to Focus on the Destination, Not the Journey
As an Advisor, you are perpetually caught in a paradox. You want your clients to focus down the road on the outcome, while you, in fact, can’t do...
You Are Not Paid to Be Right All the Time
As the markets become more and more complex, keep in mind that not everything you recommend will work out. It’s okay to feel badly when something doesn't work....
A Message for All Financial Advisors Struggling to Make It
We can debate this subject all day long, but it always comes down to one reason. The reason Advisors fail is that they don’t see enough people. ...
See Your Presentation Through
You've worked hard to develop and tweak your presentation. You've given it and heard it countless times. But your prospective client hasn't. It’s his or her...
People Are Often Over-Diversified and Don’t Know It
Very rarely do I meet a client with a properly diversified portfolio. As much as we preach tactical asset allocation, you’d think people would be savvy about diversification.
People Are Voice-Activated
People are voice activated. Prospects are not going to talk to you until you talk to them. And there are only three types of people you can prospect going...