Implementing these strategies has made me less anxious and happier.
Many of us lack curiosity when it comes to learning about other people. Filling this gap will increase your AUM.
Advisors sometimes want to make their religion a focal point of their website. This issue has a lot of ramifications and led me to do some research, which I’d like to share with you.
I know many advisors. It’s a challenge to determine what traits differentiate the successful ones from their peers. But I’ve found the answer.
To maximize my happiness, I need to control my state of mind. This is easier than you think.
A new book, Invisible Women, Data Bias in a World Designed For Men, by Caroline Criado Perez, exposes the systemic discrimination women face in the workplace and in their everyday lives.
Writing content for faith-based advisors is both challenging and rewarding. Here are some issues you should consider.
I was surprised to learn that gender discrimination has afflicted the careers of far too many female economists.
I’ve found compelling and troubling evidence that discrimination against women is more pervasive than I previously thought. It’s also subtle.
Fees are the root of most client conflicts. Clients say they are too high and you defend them based on the value being added. An interesting study provides insight for how to handle these (and other) conflicts.
Too many people are deterred from exercise because of the mistaken belief that simply walking confers little benefit. New research debunks that myth.
The inability to engage with others in a sensitive, natural way is the biggest obstacle to successfully implementing my process.
I have a lot of opinions. Others disagree and believe they are unbiased. Can we both be “right?”
Presenting too much information is the quickest way to lose a prospect.
Tombstone ads are announcements of a public offering placed by investment bankers. The ads are intentionally mind-numbing. Your website may fit into the same category.
We can all learn a lot from Ben Caballero. He is the top real-estate agent in the U.S. In 2017, he sold 4,799 homes worth $1.9 billion. Here’s how you can adopt his successful sales strategy and increase your AUM.
I conducted an experiment to see what kinds of posts generated the most interest on social media. The results surprised me.
I stumbled on two “hacks” and found there was data to support how they improve happiness and productivity. I am sharing my research with you. Both have had a profound impact on my life.
Here are four big mistakes I see by advisors who aren’t aware of the science behind effective marketing.
I took a research-driven approach when I started speaking. Here’s what I learned about what makes a great presentation.
We have vast control over making ourselves happy. I found happiness in a unique way that helps those who are unprepared to fund their retirement.
As a financial advisor, your website is an important part of your brand message. Are you screwing it up?
Join me and Dan Solin for this 30-minute free webinar about how to do it right, from the message to the content and media.
On February 19, 2019, listeners will learn:
Can you experience 98 years of life without regretting a single thing? If not, why is the denial of regret so common? Why does it matter to advisors?
Terry Gross, the host of NPR’s popular Fresh Air program, has interviewed thousands of people over the last 40 years. In aa recent article, she divulged her interview secrets. Advisors can use her techniques to grow their practices.
Here’s a communication I wish all advisors would send to their clients.
Advisors tell me their goal is to get prospects and clients “fully engaged.” The good news is this is easily attainable. But it requires radically altering the way you approach those interactions. Two simple exercises prove my point.
I deal with many advisors. Some of them give advice that could be considered “bad,” but the benefit to their clients is tangible. Here are a few examples.
Fiduciary RIAs don’t advertise. It’s a massive, missed opportunity.
Advisors have an unassailable expertise in assessing risk, but there are hidden ones that will take you down, destroy your family and decimate your clients.
There’s a proper, researched-based, yet seldom-used way to evaluate male and female employees. As a consequence, the standards used to review the performance of the two genders can be flawed and potentially discriminatory.
I’m not very busy. That’s just the way I like it. Here’s why.
In my experience, some advisors are condescending when responding to questions from prospects. This tendency is more likely when a male advisor is speaking with a female prospect.
Clients frequently face crises: loss of a job, divorce or death of a loved one. How you handle these situations determines whether it becomes an opportunity to enhance your relationship or a risk of losing them as a client.
If you believe that everyone desperately wants to hear what you have to say, you’re wrong.
You may be tempted to jump on the podcast bandwagon. If so, consider these issues.
When I discover something that works and benefits those I respect, I proselytize. That’s why I’m going to discuss overcoming two of the most common, yet unrelated objections to adopting my process – that I am not qualified to comment on women’s appearances, and that advisors should not feel compelled to make their “pitch.”
One of the biggest myths about successful selling is that you should entertain prospects with your “story” – those fascinating anecdotes about your life experiences that were so relevant to your success.
The price war in index-funds may indeed be the boon that it promises to be for investors. But for the advisors who serve them, the implications are far less sanguine.
Here’s my experience with two recent referrals: one was handled expertly, and the other demonstrated how careless ineptitude will lose you a prospective client.
Sales coaches emphasize the importance of storytelling, especially when you can seemingly entertain others with a tale about yourself. While doing so has a role in establishing trust and rapport with a prospect, it’s far more limited than you think.
Like the rest of America, I was riveted by the confirmation hearings for Brett Kavanaugh. The differences in the demeanor between Judge Kavanaugh and Christine Blasey Ford was striking. Underlying those differences are gender-based traits that have far-reaching implications for advisors.
Your risk discussions with clients are based on a premise that’s fatally flawed.
When the inevitable bear market strikes, you prepare your clients by revisiting their investment policy statement, taking a hard look at their asset allocation and educating them about market volatility. You’ll get through to some, but many will ignore your sound advice. Why is that?
I’ve spent much of my adult life trying to persuade people. I assumed that if I marshaled the facts better than those taking a different position, I would be persuasive. But that assumption is dead wrong.
We assume prospects will carefully scrutinize every detail of our appearance, the ideas we present and the depth of our technical knowledge. That’s wrong. Believing the spotlight is on us will cost you prospects and assets.
I’ve gained new insights working with advisors rewriting and redesigning your web pages. Ignoring these insights may be the quickest way to lose a prospect.
Happiness is an important subject for everyone, but it’s often overlooked by advisors.
Your approach to risk in running your advisory business is at odds with reality.
Your website should show what’s unique and special about you. Here’s how to do that.
Here are some small changes you can make to your office and the way you present yourself that will quickly inspire trust.