Recent Stories From This Author
Cold calling prospects is a great strategy if you approach it the right way—calling lists are relatively easy to obtain and few other advisors are doing it.
Prospects don't like the feeling of a sales approach -- you must be genuine and establish a level of trust to succeed.
It's important to understand your strengths and weaknesses. If you're not getting the level of success you want, it may be time to investigate a new type of firm.
LinkedIn will not solve all of a financial advisor's marketing challenges, but it provides another arrow in his or her quiver.
If you really just want to help people, be a teacher. Being a good advisor is also about money, and you need a specific plan.
Whether you want to keep working or enjoy a traditional retirement or anything in between, you have options-you just need to educate yourself on the possibilities.
Many people never spend the time necessary to choose a career that suits them-and they spend the next 40 years in jobs they don't enjoy.
As an advisor, it is important to stay on task. Every day brings unexpected events. How you handle them is critical.
Setting realistic expectations for clients up-front is crucial to the relationship and can help you bring in new business.
Getting referrals and finding new clients are the hard parts. But even then, investors have options so why stay with you? It's because of your relationship.
Bank customers are staying away in droves as they do more business online. Here's what advisors can do to combat lighter foot traffic at the branch.
Fear can be a powerful emotion and drives many bad decisions — don't let your career get sidelined because you let logic fly out the window.
As the banking industry continues its consolidation trend, advisors will increasingly find themselves in search of greener pastures for themselves and their clients.
Most people don't set specific goals for their careers or their lives and each year turns out like the last. Don't fall into that rut-life is too short to be mediocre.
The average production at wirehouses is 40% higher than that of banks, and yet those advisors don't have an existing customer base. Why is that?
No matter who you are, interviewing for a job can be stressful, but why? There are a few reasons and the stress makes sense when you analyze them.
Your clients may not fully understand their motivations—but as an advisor, you need to delve further into their psyches.
Eliminate the surprise of taking a new job that's not a good fit - your due diligence will help make your next move a fulfilling one.
First rule of thumb - it will cost you. The days of the service-driven model are over and banks will not be able to capture wallet share by going cheap.
The potential for internal referrals is the best aspect of working in the bank channel, but most advisors aren't getting the most out of it.