Learn to Be a Great Storyteller
Weaving a spellbinding story is an acquired skill. You can do it. Like everything you've ever achieved in life, your proficiency will depend upon how badly you...
Are You a Professional Listener?
Most people never listen, period. That includes my doctor, my handyman and the last car salesman I visited. I can only hope that air traffic controllers listen. Why...
Two Things Never Change for Financial Advisors
As a Financial Advisor, you share a common concern with the wholesalers who call on you. You don’t control your distribution and they don’t control theirs. You...
Two Questions to Add to Your Repertoire
Effective communication is all about asking the right questions. I want to suggest two questions to ask your clients, two questions you might not be currently asking. It’s...
Success as a Financial Advisor Is Easy to Explain, but Difficult to Replicate
The good news for every Financial Advisor is that how one becomes a Top Tier Advisor is simple. The bad news is that it is not easy. To rise...
Do Professional Athletes Make for Prudent Clients
Professional athletes in today’s society get paid a lot of money for winning the World Series or the Super Bowl, and they don’t always spend that money as wisely...
How Many Referrals Do You Give to People Who Call on You?
Let’s discuss three issues. The first issue is reflected in the title. But let’s amend the question to read, ‘How many referrals have you given or will...
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...