Blog Entries by Rosemary Smyth, MBA, ACC, Author

Easy Ways to Reframe Rejection

By Rosemary Smyth, MBA, ACC, Author on Tuesday, August 5th, 2014

Rosemary Smyth, MBA, ACC, Author

The financial industry is rife with rejection and some advisors deal with it better than others. How do they deal with it? By building up their emotional strength to handle it and not taking it personally. Indeed, it is possible for advisors to desensitize themselves to rejection and become like Teflon. However, if your days are filled with calls and meetings that are going sideways, it’s a good time to consider what you want to start doing differently so you can get better results...Read More »

Letting Go of Less-Than-Ideal Clients

By Rosemary Smyth, MBA, ACC, Author on Thursday, June 26th, 2014

Rosemary Smyth, MBA, ACC, Author

Some advisors hold onto clients that they consciously know are bad for them instead of taking one bold step that could improve the quality of their business. The challenge of letting go is tough for some people especially if they see their business situation as not so great but are more afraid of the unknown. It’s been said that the unknown is where your professional potential lies and that choosing the discomfort of change will reveal to you a whole new world of possibilities. It’s all about making that one courageous decision and leaving the status quo behind...Read More »

How Advisors and Clients Demonstrate Trust

By Rosemary Smyth, MBA, ACC, Author on Monday, June 9th, 2014

Rosemary Smyth, MBA, ACC, Author

Trust can mean different things to different people. Trust is also a function of both character and competence. To demonstrate trust, we need to see it in action. For some advisors, establishing and extending trust can be accomplished quite quickly. If there is trust between an advisor and a client, you’ll see more effective communication and collaboration and of course, having a reputation of trust is priceless...Read More »

A Foolproof Way to Hold People Accountable

By Rosemary Smyth, MBA, ACC, Author on Thursday, May 15th, 2014

Rosemary Smyth, MBA, ACC, Author

If we consider a simple definition of accountability as, “the ability to account for your own actions”- it seems surprisingly straightforward. But, accountability also involves having clearly communicated objectives, being granted authority over those objectives and having predetermined outcomes for either success or failure..Read More »

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 »