Every investment advisor I know has a fairly standard procedure for dealing with initial calls from prospects. They “qualify” them and, if they are suitable, invite them to a meeting.
I am amazed at the number of times I have been unable to find support for theories or “facts” that many assume are not subject to debate.
Innate talent is a wonderful quality, but there’s another trait that’s just as important when it comes to predicting success. It’s not creativity, emotional intelligence, charisma, self-confidence, emotional stability or even attractiveness. What is this trait?
Here’s my advice based on extensive research, which I sent forth in my new book, The Smartest Sales Book You’ll Ever Read: Ditch your agenda! While you are at it, eliminate all presentation tools.
Whether happy or sad, our brain retains information about emotional events.
I have never met an advisor who does not want to increase her assets under management, yet this subject is rarely discussed at advisor conferences. Instead, most sessions focus on technical financial issues, like active versus passive management, the direction of markets, alternative investments and similar subjects.