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:
Register today!
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.
A new book focused on how institutional asset managers build sufficient trust to attract and maintain assets is helpful to advisors, albeit on a smaller scale. What I didn’t expect were the key traits that inspired trust.
I’ve met hundreds of advisors. None came across as incompetent. But few projected warmth.
Much of the advice you provide is geared towards planning for retirement and insuring your clients are able to maintain their quality of life after they stop working. Here’s what you may not know: There’s compelling data showing a link between early retirement and death.
I’ve asked countless advisors if they ever had the experience of saying something they thought was really interesting, and having the other person pause, reflect and respond, “Tell me more about that?” This article is about the only two who said “yes.”
Recently, I’ve been coaching a few advisors who have seen my presentations and wanted help with theirs. I shared with them my flawed assumptions about how to engage an audience. Now I want to pass on what I’ve learned to you.
This isn’t another article on what’s likely to happen to the advisory industry. I don’t have a clue.
Often, prospects and clients don’t want your advice. Here’s why.
Harvard University has been the source of many great ideas. A 2012 study revealed the key concept that I have used to help advisors growth their practices. Its findings were expanded by just-released research from the university.
I’ve identified two questions that have universal appeal. My experience may help you when you meet with prospects.
I decided to determine how I was doing with the many advisors I work with in the course of my coach sessions. This process led me to a breakthrough exercise that immediately improved my emotional connections with others. It is something every advisor can adopt.
Here are examples of things you do or say that create barriers to sales.
Navigating the subtleties of an initial prospect meeting is an incredibly important step to landing a client. That’s why I’m so surprised when advisors make the mistake of asking the wrong questions when given the opportunity.
I recently completed an extensive speaking tour across the U.S., Canada and Australia. I presented to hundreds of advisors and met personally with many of them. Here are five takeaways from those experiences.
Here’s how I discovered something so counter-intuitive and powerful that it could be applied to all aspects of relating to others – not just in a business context.
It has been my experience that introverts have an innate advantage converting prospects, as compared to extroverts. I was curious to find out why – and what extroverts can do to overcome their disadvantage.
First impressions start with your web page. Unfortunately, many advisors are badly misled by faulty advice about web site content and design.
