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Articles & insights
Dan Solin on investing, advisor marketing and turning prospects into clients. Page 10.
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Aug 1, 2018Cracks in the Robo-Advisor Facade
I’ve been a fan of robo-advisors, almost since their inception. Most of them recommend portfolios of low management fee index funds in globally diversified portfolios. Their advisory fees are low. Recently, I’ve seen some cracks in the robo advisor façade.
Jul 30, 2018Advice That Could Kill Your Clients
Almost 50% of Americans don’t have sufficient savings to maintain their quality of life in retirement.
Jul 30, 2018Find the Courage to be “Different”
Here are some suggestions for taking the kind of risk you should assume if you’re serious about being different.
Jul 30, 2018The Competency Trap
I found this observation compelling: When the plan sponsor says, “Tell me about yourself,” he is not asking for further demonstrations your competence – he is offering an opportunity to convey warmth. He wants to learn about good intentions.
Jul 30, 2018What an Aunt and a Mother Know About Converting Prospects
If you can become one of the very rare people in the lives of your prospects who emulate the behavior of this beloved aunt and mother, all your relationships will be enhanced in a way many have described as “transformational.”
Jul 30, 2018Your Videos Could Be Sending the Wrong Message
Great credit to those of you who are producing and sharing videos on your websites and social media.There’s ample evidence videos are a powerful marketing tool.
Jul 25, 2018Make Lemonade From This Lemon
The securities industry is celebrating. It has successfully killed an Obama initiative that required brokers to put the interest of their customers ahead of their own. Registered investment advisors continue to have this obligation (known as a fiduciary duty).
Jul 18, 2018How to Overcome Negativity Bias
The initial step to overcome negative bias is to recognize the issue. Identifying your reaction as a “bias” is a good first step.
Jul 18, 2018The Cruel Joke Called Active Management
With active management, you pay a premium for the likelihood of underperformance.
Jul 18, 2018The Practical Application of Chaos
There’s ample evidence that improvisation stimulates creativity. One study found “chaos stimulates creative thinking and creates a necessary condition to initiate the process of self-organization.”
Jul 16, 2018A Marketing Opportunity You Can Drive A Truck Through
The death of the fiduciary rule is terrible for investors. Don't despair. I see this as a massive marketing opportunity. Here are some ways to exploit it.
Jul 11, 2018Your Investing Premise is Fatally Flawed
It turns out the smug bearded guy featured in the Raymond James commercials doesn’t have a clue about sound and responsible investing, based on solid academic evidence.
Jul 5, 2018Gaining Trust
By a 2-to-1 margin, investors believe trustworthiness is more important than investment performance when hiring an advisor.
Jul 4, 2018A Hot Tip About Investing
Let’s assume you could predict the future. You knew when the market was going to take off or tank. You also had special insight into stock prices. You could tell if the price of a given stock was too low or too high.
Jul 4, 2018When Advisors Shouldn’t Give Advice
I get it. You’re a financial advisor. You understandably believe prospects come to you to get the benefit of your wisdom. After all, you’re in the business of giving advice.
Jun 26, 2018Solin’s Simple Rules
Most people would be well-served by following these very simple rules in their financial planning and investing.
Jun 24, 2018Cutting-Edge Research from Harvard on Converting Prospects
Research cited in the study showed that people who ask more questions engaged in more follow-up inquiries.
Jun 24, 2018Listening is Vastly Overrated
Much has been written about the importance of listening. It turns out it’s not easy. Here are some basic principles I want to pass on to you.
Jun 20, 2018A Pearl of Wisdom
By giving up the slim possibility of outperformance, you increase the odds of meeting your retirement goals. That’s investing wisdom."
Jun 18, 2018The Solin Process Is More Than Conversions
The Solin Process didn’t just improve my conversion rate. It changed my life.
Jun 13, 2018Don't Play the Credentials Game
Regardless of the credentials held by an advisor, it tells you nothing about their demeanor and ability to communicate.
Jun 12, 2018The Single Biggest Misconception
The single biggest misconception of advisors is the assumption that facts will carry the day. They won’t.
Jun 7, 2018The Two Questions that Immediately Engage Prospects
Every audience responds really well to two questions: What’s your favorite city and why? Are you and introvert or an extrovert?
Jun 6, 2018The Advice Trap
We’re quick to assume people want our advice. Often, they just want to be heard. Train yourself to listen carefully. Resist the temptation to offer a solution for every problem.