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...
Tell a Story – Crafting a Great Story
Geoffrey James writes a wonderful column for Inc.com. Recently he reviewed a book about business storytelling. In his article, James recapped the seven ingredients that make a story great....
What Is #1 Reason Advisors and Wholesalers Fail
Lance Armstrong once observed that a boo is a lot louder than a cheer. He’s right. And a no is a lot louder than a yes. Advisors (and wholesalers) who...
Stand Apart from the Crowd
I have a friend who is married to one of America’s most successful professional golfers. My friend is a golf pro, but a teaching pro. He is...
There Are Only Three Objections You Will Ever Get
Generally speaking, there are only three objections you will ever hear: I don’t have any money, I already have an Advisor and a third catch-all category we’ll call “I’m...