Before embarking on a road trip, you need to know a few important facts – not only your point of origin and your desired destination but also a detailed map of the route you want to take. Your prospects go on a similar journey on their way to finding financial services. Their point of origin is the realization that they need sound financial advice from a professional. Their destination is opening an account at your office and transferring their assets to you...Read More »
The success of many of the top-earning financial advisors hinges on their ability to simply get more clients. Although exceptions to this rule exist, the advisors who outlast their peers and are nearing retirement with a big book of business are usually those who did more prospecting (and more effective prospecting) earlier in their career. They are also more likely to have maintained the practice even when other advisors stopped...Read More »
January is a great month to adapt your practice to meet the changing needs of today's investors and adjust your approach to a new era of deep client engagement. “What are you going to do differently to grow your business?” asks Sara Gilbert, founder of Strategist in Montreal...Read More »
Ringing in a New Year always provokes a desire to change and whether you find yourself with more or fewer resolutions in 2013, professional development is one of the keys to your success in this, and every year. In this article, we thought we'd inspire you by providing a reading list to help you get started...Read More »
Year-end client reviews are around the corner, and so is your annual business review. As you evaluate your 2012 goals and objectives and start planning next year's, consider going back to basics: how do you position yourself to clients and prospective clients? “Verbalizing clearly who you are, what you do and who you do it for will paint a clear picture for your clients and lead to better qualifying prospective clients”, says Sara Gilbert, founder of Strategist in Montreal...Read More »
Stories form the basis of how we think, organize and remember information, so if you want others to remember you, the best strategy is to give them the information about yourself in the form of a story. Telling a story is a way to connect emotionally with prospects, especially when it contains moving content and it is told with feeling. Your prospect can then empathize or relate the story to an aspect of their lives.
Three tips for telling successful stories are:..Read More »
Your goal as an advisor is to help your clients want to do what you want them to do, and for them to like doing it. The art of persuasion takes time and practice. It also means facing your fears and being willing to take full responsibility. Persuasion skills can be learned and mastered; they are about you and your talents and traits.
Five tips for mastering persuasion are:..Read More »
There are times when people find out that you are an advisor and want a few hot tips, or feel the need to tell you how much they have lost in the market. Be sure to keep the conversation casual, and stay away from discussing historical rates of return or your market theories.
Five tips for talking business at social events are:..Read More »
Being a good listener helps in establishing rapport. Focusing your attention on making your client feel important and understood requires you to talk less and listen more. Clients do not need information overload; they just want you to use your knowledge to solve their problem, or to tell them what they need to know.
Five ways to sharpen your listening skills are:..Read More »
Studies have shown that successful people have high scores when tested for optimism and that it is their optimistic attitude that paves the way for their success. Optimists have resilience and do not let rejection alter their course. They believe that they have the skills necessary to be successful.
Five tips for gearing up for success are:..Read More »