First Meeting Conversations You Need to Have with Prospective Clients

First Meeting Conversations You Need to Have with Prospective Clients

Let’s be honest. Many financial advisors view the first client meeting frettingly as an obstacle to overcome on their way to, hopefully, establishing a new client relationship. After all, the way you start a first client meeting sets the tone for how your relationship will develop—if it develops at all. Prospective clients don’t make it any easier, often approaching their first advisor meeting with an air of skepticism or apprehension. This creates an unnatural tension that crowds out trust-building. That tension must be broken at the outset, and the ball is in the advisor’s court.

Read more

The Importance of Your Storytelling Skills in Building Trust

The Importance of Your Storytelling Skills in Building Trust

Now and then, financial advisors must be reminded that they are in a relationship business and that what they have as a clientele is a direct by-product of trust.

The cold hard reality is that people need to trust you before they will engage with you. Especially these days, people are almost instinctively cynical, overly careful to approach others they don’t know with a heavy dose of skepticism. So, when we want to connect with any group of people, our first task must be to break through their defensive shells so we can build trust. Without trust, there can be no connection, no relationship, and no channel through which vision and ideas can flow.

Read more

9 Must-Haves for Your Financial Advisor Website to Attract Prospects and Clients

9 Must-Haves for Your Financial Advisor Website to Attract Prospects and Clients

Most Advisors today have a professional website to represent themselves online in front of potential or current clients. In a post-pandemic world where even meetings are conducted online, it’s not really a matter of if you should have a website, but a matter of what website you should have.

Should it be one of those static pages filled with general information, serving as your online business card? Or should it be an engaging piece of online real estate to keep your prospective and current clients hooked and looking for the phone to call you for more? Or should it be somewhere in between?

Here are a few things you must have on your website if you want to stand head and shoulders above other Advisors.

Read more

How to Build Your ‘Why I Am Here’ Story

How to Build Your ‘Why I Am Here’ Story

Your ‘why I am here’ story is an essential market differentiator. First of all, not every financial advisor even has one – other than to make money. And out of those who really do have a client-centered reason for being in this business, not all of them are able to express it. So if you have a real reason you come to work every day, and you’re able to articulate it in a way that makes sense to the clients and gives them a reason to work with you, you’re already way ahead of the competition.

That’s why you need a “why I am here” story.

But the ability to articulate your story in a way that makes it stick is essential. You don’t want to get lost in the details. You don’t want to get sidetracked. You don’t want to get interrupted while you’re trying to tell it. And you don’t want to bore the listener!

Read more

8 Stories to Help You Build Trust and Open Accounts

8 Stories to Help You Build Trust and Open Accounts

As you might know already, I’m a big believer in telling a story.

As I write this, it’s presidential campaign season. The candidates are all about telling their stories. They want to get their preferred narratives out there, in front of voters. Successful candidates are very well rehearsed on these stories. They constantly make references to these stories, in the effort to brand themselves, differentiate themselves from other candidates, and inoculate themselves against attacks from competing candidates and their staffs.

Why?

Because it works!

It works in financial services, too.

In fact, it works so well that I don’t want you to have a single story defining you. I want you to have at least eight! And I want you to know them cold.

Read more

Why You Need a ‘Why I Am Here’ Story

Why You Need a ‘Why I Am Here’ Story

We all know that everyone likes a good story, a fact that’s backed up by science. When we hear a story that resonates with us, our levels of the ‘feel good’ hormone oxytocin rises. This motivates us to work with others and has a positive impact on our social behavior.

Stories can also help to build connections and create empathy with prospects and clients.

So, it’s no surprise that story form is great for illustrating to prospects that you are there for the right reasons – that you’re not in this business simply to make money but to add value to people’s lives.

Here are a few ways developing a ‘Why I Am Here’ story will help you grow your business.

Read more

top