In a recent post, we highlighted the importance of maintaining control over conversations with prospects and clients—that your value as a financial advisor diminishes without it. Part and parcel of...
Every initial meeting with a prospect is crucial. It took a lot to get them to finally agree to meet with you, and, in most cases, you only have...
By now you should be familiar with the concept of the File Note and how it helped me increase my closing rate to 9 out of 10 in life...
According to a Morningstar study, what clients want most from their financial advisors is to help them reach their financial goals. That should be good news for financial advisors because, generally,...
By now, financial advisors with any ambition of success know that the only way to stand out in a vast sea of sameness is by providing an extraordinary customer...
For many advisors, discussing fees with their clients is about as comfortable as going to the dentist. They know they have to do it, but they’d much rather be...
Getting to the next level in any endeavor requires a thorough understanding of your strengths and weaknesses. Your strengths have the potential to power your advancement, while weaknesses could...
A while ago I received an email from John in Texas and his email was very simple. He said, ‘Every time I go on an appointment, the first thing...
Any chance you have to make a presentation is a golden opportunity to engage with people and demonstrate your worth. Financial advisors who can deliver exceptional presentations can differentiate...
We can all remember when we first became financial advisors, feeling like we could conquer the world. With our entire careers in front of us, we were excited, motivated,...