Blog Entries by Rosemary Smyth, MBA, ACC, Author

Enhance Your Everyday Negotiating Techniques

By Rosemary Smyth, MBA, ACC, Author on Tuesday, March 25th, 2014

Rosemary Smyth, MBA, ACC, Author

When we hear the word “negotiating”, we often think of closing a big sale or making a big purchase but negotiating is something that can happen every day with family, co-workers and clients. You are negotiating any time you tell someone that what you want is different from what they are trying to give you...Read More »

Add Value to Your Client Experience

By Rosemary Smyth, MBA, ACC, Author on Monday, March 3rd, 2014

Rosemary Smyth, MBA, ACC, Author

It’s still early in 2014 and now is a perfect time to consider what you can do to add value to your client experience. Chances are your competition is currently prospecting your top clients, so you can be sure that a few of them are wondering what value they’re getting from retaining you as their financial advisor. Since value is “perceived”- you need to focus on the client and see what value means to them...Read More »

Run Your Own Race

By Rosemary Smyth, MBA, ACC, Author on Tuesday, January 28th, 2014

Rosemary Smyth, MBA, ACC, Author

With the Olympics around the corner we are hearing from the athletes that they are all wanting to “peak” for their Olympic event. They also are planning what their strategy will be for the event, checking out who their competitors are and how they are going to use their strengths and abilities to bring home the gold...Read More »

Take Your Business to the Next Level with Referrals

By Rosemary Smyth, MBA, ACC, Author on Tuesday, November 26th, 2013

Rosemary Smyth, MBA, ACC, Author

As consumers, we have so much choice in the marketplace and marketing efforts don’t always effectively convince us to buy. The one type of “marketing” that holds the most sway over any decision we make is the enthusiastic referral of someone we know. The same is true for financial advisors: Prospective clients have a lot of choices but a referral from one of your clients can help to convince the prospect to get in touch with you...Read More »

Skyrocket Your Business with a Board of Mentors

By Rosemary Smyth, MBA, ACC, Author on Friday, November 15th, 2013

Rosemary Smyth, MBA, ACC, Author

Starting out as a financial advisor promises a steep learning curve as you try to learn about how to provide valuable advice while at the same time ramping up your business with relentless prospecting. Fortunately, you don’t have to start out “cold” and you can avoid many of the mistakes of the financial advisors who have gone before you...Read More »

"Hello" to "Yes”- Become a Professional Persuader

By Rosemary Smyth, MBA, ACC, Author on Monday, September 30th, 2013

Rosemary Smyth, MBA, ACC, Author

When you sit down with a prospect or a client, you probably open the conversation with a brief comment about the weather, followed by a discussion about families or work or a news headline. At some point, the conversation shifts and you discuss some aspect of the client’s finances or portfolio – perhaps listening to their ideas or giving advice from research you’ve performed...Read More »

Storytelling- A Must Have Tool for Financial Advisors

By Rosemary Smyth, MBA, ACC, Author on Tuesday, September 3rd, 2013

Rosemary Smyth, MBA, ACC, Author

Our modern day methods of communication value fast, short, information-rich conversations. With the rise of social media and texting as key ways to communicate information, conversations seem to be getting faster and shorter...Read More »

Mastering the Art of Client Conversations

By Rosemary Smyth, MBA, ACC, Author on Tuesday, August 6th, 2013

Rosemary Smyth, MBA, ACC, Author

Most conversations start off with innocuous questions like, "What do you think of the weather?" If you want to build rapport and trust with clients, you need to have conversations that go deeper than that...Read More »

Are You Ready for the Toughest Questions Every Financial Advisor Is Asked?

By Rosemary Smyth, MBA, ACC, Author on Thursday, June 27th, 2013

Rosemary Smyth, MBA, ACC, Author

As your plane taxis down the runway, the person beside you strikes up a conversation. The what-do-you-do-for-a-living question will usually come up. When it does, you know that they will inevitably follow up with another question – perhaps something like: "My brother-in-law is really into gold stocks. Do you have any hot tips?"..Read More »

Develop an Expert Status That Attracts Your Target Market

By Rosemary Smyth, MBA, ACC, Author on Wednesday, May 29th, 2013

Rosemary Smyth, MBA, ACC, Author

When you have a toothache, you don't go to your local mechanic's shop to have a cavity filled and when your car isn't running properly, you don't pay a visit to your dentist. Rather, you go to the professional who has the education, experience, and qualifications to solve it. You go to the EXPERT...Read More »